Account Executive (AZ и CA)

Position Overview

• Location Type: Remote
• Job Type: Full-Time
• Salary: Not specified

Sweed is a product-driven SaaS company dedicated to providing cannabis retailers with an all-in-one platform that integrates POS, payments, e-commerce, marketing, analytics, and inventory management. Founded in 2018, the company operates remotely with a team of approximately 200 employees across the US and internationally, serving a diverse range of dispensary operators with compliant, automation-first tools.

Role Summary – Account Executive (AE)

Reporting to the Vice President of Strategic Accounts, the AE is responsible for the entire sales cycle for new and existing dispensary locations within a designated region, initially focusing on Arizona and California. Success will be measured by closed Annual Recurring Revenue (ARR) and door-count targets on a monthly basis, supported by a competitive commission plan.

Key Responsibilities

Pipeline Generation

• Prospect, sequence, and qualify at least 12 new dispensary accounts weekly through targeted outbound efforts, regional events, and partner referrals.
• Build and maintain a pipeline coverage of at least 4x quota in HubSpot, ensuring every prospect has a documented next step.

Deal Execution

• Lead discovery calls, ROI-focused demos, and multi-threaded negotiations for Small and Medium-sized Business (SMB) opportunities, tailoring value propositions to each stakeholder.
• Structure and close bundled contracts (POS, payments, text-messaging) in PandaDoc, optimizing Annual Contract Value (ACV) while maintaining margin and compliance.

Forecast & Governance

• Keep deal stages, close dates, and action plans updated in HubSpot.
• Submit a weekly commit forecast with clear upside, best-case, and commit numbers.
• Achieve at least 95% CRM hygiene and maintain consistent 30-60-90-day forecast accuracy for executive reporting.

Cross-Functional Alignment

• Partner with Field Marketing, Product, and Customer Success on regional campaigns, pilots, and upsell plays, sharing competitive intelligence and win-loss insights.
• Co-develop account strategies to increase cross-sell rates and expansion ARR, meeting joint Key Performance Indicators (KPIs) for adoption and retention.

Voice of Customer & Continuous Improvement

• Capture product feedback, compliance challenges, and market trends in a structured Voice of Customer (VOC) log; present findings in quarterly reviews to influence the product roadmap.
• Contribute to the iterative refinement of sales playbooks, demo scripts, and onboarding materials to ensure best practices scale with team growth.

Required Qualifications

• Minimum of 3 years of quota-carrying B2B SaaS or retail-tech sales experience with a history of achieving 100% or more of quota.
• Working knowledge of cannabis retail operations and state compliance regulations.
• Proficiency with HubSpot CRM, virtual demo tools, and BANT or similar sales methodologies.
• Comfort with over 75% travel to dispensary sites, trade shows, and regional events.
• Excellent consultative presentation, negotiation, and written communication skills.

Preferred Qualifications

• Experience selling POS, payments, or fintech solutions to regulated industries.
• Prior success in high-growth startup environments (scaling from $0 to $50 million ARR).
• Existing network of decision-makers in cannabis markets.
• Familiarity with integrations and retail data analytics tools.

Benefits & Compensation

• Lucrative variable compensation plan.
• Remote-first flexibility.
• Medical, dental, vision, life, and disability insurance options.
• Generous Paid Time Off (PTO), paid company holidays, and paid parental leave.
• Career growth opportunities to Senior AE / Regional Sales Manager as Sweed scales.