Account Executive (Michigan)

Employment Type: Full-Time Location Type: Remote Salary: [Not Specified]

About Sweed

Sweed is a product-driven SaaS company dedicated to revolutionizing cannabis software. We provide retailers with an all-in-one platform that integrates POS, payments, e-commerce, marketing, analytics, and inventory management. Founded in 2018, our remote team of approximately 200 employees operates across the US and internationally, serving a diverse range of clients from single-store operators to multi-state enterprises with compliant, automation-first tools.

Role Summary

Reporting to the Vice President of Strategic Accounts, the Account Executive (AE) will manage the complete sales cycle for net-new and existing dispensary locations within a defined region, with an initial focus on Michigan. Success will be measured by achieving monthly closed ARR and door-count targets, supported by a best-in-class 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 4x quota in HubSpot, ensuring every prospect has a documented next step.

Deal Execution

• Lead discovery calls, deliver ROI-focused demos, and manage multi-threaded negotiations for SMB opportunities, tailoring value propositions to each stakeholder.
• Structure and close bundled contracts (POS, payments, text-messaging) in PandaDoc, optimizing ACV while ensuring margin and compliance.

Forecast & Governance

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

Cross-Functional Alignment

• Collaborate with Field Marketing, Product, and Customer Success teams on regional campaigns, pilots, and upsell initiatives, sharing competitive intelligence and win-loss insights.
• Co-develop account strategies to increase cross-sell rates and expansion ARR, meeting joint KPIs for adoption and retention.

Voice of Customer & Continuous Improvement

• Capture product feedback, compliance challenges, and market trends in a structured VOC log, presenting 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

• 3+ years of quota-carrying B2B SaaS or retail-tech sales experience with a history of achieving 100%+ attainment.
• Working knowledge of cannabis retail operations and state compliance regulations.
• Proficiency with HubSpot CRM, virtual demo tools, and BANT or similar sales methodologies.
• Comfortable with 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 $50M ARR).
• Existing network of decision-makers within 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.