Account Executive - Northern California

Sweed AB

Job Overview

Location

US-based

Job Type

Full-time

Full Job Description

📋 Description

• Own the full sales cycle for net-new and existing dispensary locations across Northern California, targeting both single-store operators and multi-state enterprises.
• Prospect, sequence, and qualify a minimum of 12 new dispensary accounts per week using targeted outbound efforts, regional events, and partner referrals.
• Maintain ≥4x quota pipeline coverage in HubSpot, ensuring every prospect has a documented next step and consistent follow-up cadence.
• Lead discovery calls, ROI-focused product demonstrations, and multi-threaded negotiations for SMB opportunities, customizing value propositions to address distinct stakeholder needs.
• Structure and close bundled contracts encompassing POS, payments, and text-messaging solutions using PandaDoc, with a focus on maximizing ACV while preserving margin and regulatory compliance.
• Maintain ≥95% CRM hygiene in HubSpot by accurately updating deal stages, close dates, and action plans to ensure real-time visibility for leadership.
• Submit weekly forecast commits with clearly defined upside, best-case, and commit numbers to support executive-level reporting and planning.
• Achieve consistent 30-60-90 day forecast accuracy to ensure reliable revenue projections and operational alignment.
• Partner with Marketing, Product, and Customer Success teams on regional campaigns, pilot programs, and upsell initiatives, providing competitive intelligence and win-loss analysis.
• Co-develop account strategies that increase cross-sell rates and expansion ARR, collaborating to meet joint KPIs around customer adoption and retention.
• Capture product feedback, compliance challenges, and regional market trends in a structured Voice of Customer log, presenting insights quarterly to influence product roadmap decisions.
• Contribute to the iterative improvement of sales playbooks, demo scripts, and onboarding materials to scale best practices as the team grows.
• Travel to dispensary sites, trade shows, and regional events on a weekly basis, with travel comprising 75% or more of work time.
• Drive quota attainment by consistently exceeding monthly closed ARR and door-count targets through disciplined pipeline management and strategic deal execution.
• Serve as a trusted advisor to cannabis retailers, navigating complex regulatory environments and demonstrating deep understanding of state-specific compliance requirements.
• Leverage consultative selling skills to uncover pain points, align Sweed’s all-in-one platform to operational needs, and secure long-term partnerships.
• Represent Sweed at industry events and networking functions to build brand presence and generate qualified inbound leads.
• Document and share market insights from competitor activity, pricing trends, and customer objections to inform broader sales and product strategy.
• Collaborate with Customer Success to ensure smooth transitions from sales to onboarding, contributing to higher customer retention and expansion.
• Maintain a deep understanding of Sweed’s integrated platform capabilities — including POS, payments, e-commerce, marketing automation, analytics, and inventory management — to articulate tailored solutions.
• Balance autonomy with accountability, managing a complex regional territory while adhering to company-wide sales processes and compliance standards.

🎯 Requirements

• 3+ years quota-carrying B2B SaaS or retail-tech sales experience with a history of ≥100% attainment
• Working knowledge of cannabis retail operations and state compliance rules
• Proficiency with HubSpot CRM, virtual demo tools, and BANT or similar sales methodology
• Comfortable with 75%+ travel to dispensary sites, trade shows, and regional events
• Excellent consultative presentation, negotiation, and written communication skills
• Experience selling POS, payments, or fintech solutions to regulated industries

🏖️ Benefits

• Lucrative variable commission plan
• Remote-first flexibility
• Medical, dental, vision, life & disability insurance options
• Generous PTO, paid company holidays, and paid parental leave
• Career growth path to Senior AE / Regional Sales Manager as Sweed scales

Skills & Technologies

Remote

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Sweed AB

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About Sweed AB

Swedish fintech Sweed AB delivers cloud-based point-of-sale and business-management software for restaurants, cafés, and fast-food chains across the Nordics. The platform unifies order taking, payments, inventory, staff scheduling, accounting, and customer loyalty in one SaaS suite that runs on iOS, Android and web. Real-time dashboards and AI-driven analytics help owners cut costs, speed service and increase revenue, while open APIs connect seamlessly to accounting, delivery and marketing services. Founded in Stockholm in 2016, Sweed targets small to mid-sized hospitality businesses seeking an integrated, mobile-first alternative to legacy POS systems.

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