Account Executive (Cannabis Industry SaaS)

Posted 5 days ago

vangstOmaha (NE)

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel Tobacco Product and Electronic Cigarette Merchant Wholesalers

SENIORITY

Senior

SALARY

$70,000-$85,000

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About the role

Remote | $70,000-$85,000 Base + Uncapped Commission | OTE Up to $175,000 Our client is a growing technology company providing market intelligence and data solutions to businesses across the cannabis industry. Their platform helps cannabis brands, distributors, retailers, and multi-state operators better understand market activity, identify opportunities, and make more informed sales and distribution decisions. They are seeking a full-cycle Account Executive to own the sales process from initial conversation through close and account expansion. This is a consultative sales role for someone who can uncover business challenges, connect data and technology to measurable business outcomes, and build relationships with decision-makers across the cannabis industry. A meaningful portion of the pipeline will be self-sourced. The AE will have support from SDRs and Marketing, but this role is best suited for someone who is comfortable prospecting, opening doors, and creating their own opportunities.

What You'll Do:

Own the full sales cycle from prospecting and discovery through product demonstrations, business case development, negotiation, and close
Build and maintain your own pipeline while partnering with SDRs and Marketing on additional opportunities
Develop relationships with decision-makers at cannabis brands, distributors, retailers, and multi-state operators
Conduct consultative discovery to understand business goals, challenges, and opportunities
Connect the company's data and technology solutions to measurable business outcomes for customers
Deliver tailored product demonstrations and presentations to a range of stakeholders
Navigate multi-stakeholder sales processes, including procurement and other requirements associated with larger customers
Manage your territory and identify new opportunities within the cannabis market
Partner with Customer Success following the sale to support onboarding, adoption, renewal, and account expansion
Maintain accurate CRM records, pipeline stages, activity, and forecasting
Share market and customer feedback with Product and Marketing teams to help improve the platform and sales process
How Success Will Be Measured
New revenue closed against quota
Pipeline coverage and contribution from self-sourced opportunities
Win rate and average deal size
Account retention and expansion
Forecast accuracy and CRM discipline

What We're Looking For:

Bachelor's degree required 3+ years of experience closing B2B SaaS or technology sales
Documented track record of meeting or exceeding sales quotas
Full-cycle sales experience, including sourcing, managing, and closing your own opportunities
Strong consultative selling skills and the ability to conduct meaningful discovery and build a compelling business case
Experience selling data, analytics, market intelligence, or another solution where the value goes beyond a simple product feature
Strong written and verbal communication skills
Comfortable prospecting and generating your own opportunities
Highly self-directed and comfortable working independently in a remote environment
Strong CRM discipline, ideally with HubSpotNice to Have
Experience in cannabis, CPG, beverage, retail, or another industry involving distribution, assortment, or shelf space
Experience selling into retailers, multi-state operators, or other complex buying organizations
Experience working in an early-stage or growing company where you helped develop the sales process
Existing relationships or network within cannabis brands, distributors, or retailers
What You'll Get$70,000-$85,000 base salary
Uncapped commissionOTE up to $175,000 Fully remote work environment
Full benefits package
Flexible PTOEquity opportunities
Opportunity to join a growing technology company serving the cannabis industry

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