Account Executive - Southern California

📋 Description

• • Own the full sales cycle for net-new and existing dispensary accounts in Southern California, meeting monthly closed ARR and door-count targets.
• • Prospect, sequence, and qualify a minimum of 12 new dispensary accounts per week using outbound outreach, regional events, and partner referrals.
• • Maintain a pipeline with at least 4x quota coverage in HubSpot, ensuring every prospect has a documented next step and clear progression path.
• • Lead discovery calls, ROI-focused product demonstrations, and multi-threaded negotiations for SMB opportunities, customizing value propositions to key stakeholders.
• • Structure and close bundled contracts combining POS, payments, and text-messaging solutions through PandaDoc, maximizing ACV while preserving compliance and margin integrity.
• • Maintain 95%+ CRM hygiene in HubSpot, ensuring accurate deal stages, close dates, and action plans for consistent executive reporting.
• • Submit a weekly forecast with clear commit, best-case, and upside numbers, achieving 30-60-90 day forecast accuracy.
• • Partner with Marketing, Product, and Customer Success teams on regional campaigns, pilot programs, and upsell initiatives, sharing competitive intelligence and win-loss insights.
• • Co-develop account strategies aimed at increasing cross-sell rates and expansion ARR, aligning with joint KPIs for customer adoption and retention.
• • Capture product feedback, compliance challenges, and market trends in a structured Voice of Customer log, presenting findings in quarterly roadmap reviews.
• • Contribute to the iterative improvement of sales playbooks, demo scripts, and onboarding materials to ensure scalable, repeatable best practices.
• • Travel to dispensary locations, trade shows, and regional events at least 75% of working time to build relationships and close deals in-person.
• • Demonstrate consultative selling skills through clear, compelling presentations, persuasive negotiation, and precise written communication.
• • Operate in a high-velocity, remote-first environment supporting single-store operators through multi-state enterprises in the regulated cannabis retail sector.
• • Adapt quickly to evolving compliance requirements across California’s cannabis market and align all sales activities with state-specific regulations.
• • Leverage deep understanding of retail-tech solutions to position Sweed’s all-in-one platform as essential infrastructure for compliant cannabis operations.
• • Drive revenue growth through strategic account expansion, identifying opportunities for upselling additional modules within existing client portfolios.
• • Maintain rigorous documentation of all customer interactions, objections, and decision-making processes to support team knowledge sharing and training.
• • Collaborate with internal teams to translate customer needs into actionable product feedback, influencing future feature development and positioning.
• • Represent Sweed professionally at industry events and networking functions, building brand authority and credibility within the Southern California cannabis retail community.