Hi there!

We're Sweed, a product-driven startup building an all-in-one cannabis retail platform. We’re looking for an Account Executive to help us grow our presence across Northern California.

About Us

At Sweed, we’re reimagining how cannabis retailers operate. Our enterprise-grade platform combines POS, eCommerce, Marketing, Analytics, and Inventory Management into a single, seamless solution—eliminating the need for multiple third-party tools.

We believe in simplicity, efficiency, and innovation. That’s why we build for scalability and performance, making life easier for cannabis retailers while driving real business growth.

Why We’re Doing This

At Sweed, we believe in the medicinal potential of cannabis. It has been shown to help with chronic pain, anxiety, depression, and many other conditions. Despite the lingering stigma, we see cannabis as a powerful tool for improving lives.

The industry is evolving rapidly, and we’re here to drive that transformation—making cannabis retail more efficient, accessible, and customer-friendly.

Where We Are Now

We’ve been on the market for 7 years, continuously growing and refining our product.

Our focus is on earning customer trust, which means constantly improving our delivery processes and rolling out new features. At the same time, we navigate the complex legal landscape of the cannabis industry, ensuring our platform remains compliant and future-proof.

Team Structure

Our total team size is over 200 people.

The development team is distributed globally and organized into cross-functional product teams. These teams typically consist of 8–12 members, including front-end and back-end developers, QA specialists, and analysts.

Meanwhile, our CEO, sales, account management, and customer success teams are based in the USA, working closely together to align product development with business and customer needs.

About the Role

The Account Executive will own the full sales cycle for net-new dispensary customers and new locations within existing customer groups across Northern California.

This is a true 360 sales role. You’ll be responsible for generating pipeline, developing relationships across your territory, running discovery and product demonstrations, building the business case for Sweed, negotiating contracts, and closing new business.

You’ll receive support from the wider organization, but this is not a role where a complete pipeline is handed to you. Successful AEs at Sweed are comfortable creating their own momentum through targeted outbound prospecting, regional events, referrals, partnerships, and in-person territory development.

Sweed is positioned as a premium challenger product. We’re looking for someone who can demonstrate value through ROI and business outcomes—not someone who depends primarily on relationships or discounting to close business.

Success in this role is measured through closed ARR, onboarded door count, pipeline generation, territory growth, CRM discipline, and forecast accuracy.

What You’ll Be Working On

• Prospecting, sequencing, and qualifying at least 12 new dispensary accounts each week through targeted outbound activity, regional events, and partner referrals

• Developing and executing a territory plan focused on high-potential cannabis retailers across Northern California

• Building and maintaining at least 4x quota pipeline coverage in HubSpot

• Ensuring every active prospect has a documented next step, clear action plan, and accurate expected close date

• Building relationships with dispensary owners, operators, retail leaders, finance teams, and executive decision-makers

• Leading discovery to understand the customer’s technology, operational challenges, compliance requirements, business priorities, and reasons for considering a change

• Delivering ROI-focused product demonstrations tailored to each customer and stakeholder

• Building business cases that connect Sweed’s platform to measurable outcomes such as increased revenue, improved efficiency, lower operating costs, and a better customer experience

• Positioning Sweed as a premium, outcome-driven solution rather than competing primarily through price

• Leading multi-threaded sales processes and negotiations involving retail, operations, finance, compliance, technology, and executive stakeholders

• Structuring and closing bundled contracts covering POS, payments, eCommerce, and text messaging

• Managing proposals and contract execution through PandaDoc while maximizing contract value and protecting margin

• Keeping opportunity stages, close dates, notes, and action plans current in HubSpot

• Submitting weekly forecasts with clear commit, best-case, and upside projections

• Maintaining at least 95% CRM hygiene and supporting reliable 30-, 60-, and 90-day forecasting

• Partnering with Marketing, Product, and Customer Success on regional campaigns, pilots, strategic opportunities, and expansion initiatives

• Sharing competitive intelligence, win-loss insights, customer feedback, and regional market trends

• Capturing product feedback and compliance challenges in a structured Voice of Customer log

• Presenting recurring market insights to help influence product and go-to-market decisions

• Contributing to the continued development of sales playbooks, demo scripts, and onboarding materials

• Representing Sweed at dispensary meetings, regional events, trade shows, and other relationship-driven activities throughout Northern California

What We’re Looking For

• 3+ years of quota-carrying B2B SaaS, fintech, POS, payments, or retail technology sales experience

• A demonstrated history of achieving or exceeding quota

• Proven full-cycle sales experience, including prospecting, discovery, demonstrations, proposals, negotiation, and closing

• Experience generating a meaningful portion of your own pipeline

• Working knowledge of cannabis retail operations and state compliance requirements

• Ability to understand a customer’s business model and translate product capabilities into measurable financial and operational outcomes

• Experience selling through value and ROI rather than relying primarily on relationships or discounting

• Confidence communicating with dispensary owners, operators, and executive stakeholders

• Experience navigating multi-stakeholder buying processes and complex negotiations

• Strong understanding of pipeline coverage, conversion rates, quota, sales cycles, and forecasting

• Proficiency with HubSpot, virtual demonstration tools, and structured qualification methodologies such as BANT or MEDDICC

• Strong consultative presentation, negotiation, and written communication skills

• High emotional intelligence and the ability to build credible, natural customer relationships

• Comfort working independently in a fast-moving environment where processes are still developing

• A proactive, accountable, and outcome-oriented approach to sales

• Residence within Northern California and the ability to develop the territory through regular in-person activity

• Willingness to travel 75% or more for dispensary meetings, trade shows, regional events, and territory development

Nice to Have

• Experience selling POS, payments, eCommerce, loyalty, or marketing technology

• Experience selling technology into regulated industries

• An established network of cannabis owners, operators, and decision-makers in Northern California

• Success selling a premium or challenger product against larger incumbents

• Experience working in a startup or high-growth technology environment

• Experience helping a company scale from an early growth stage toward $50M ARR and beyond

• A combination of inside and outside sales experience

• Familiarity with software integrations, retail data, analytics, and operational workflows

What Success Looks Like

• You develop a clear Northern California territory plan and begin building key market relationships during your first 90 days

• You consistently identify and qualify at least 12 new dispensary accounts each week

• You build and maintain at least 4x quota pipeline coverage

• You create new opportunities rather than waiting for leads to be assigned

• Your opportunities move forward with clear next steps, identified stakeholders, and compelling business cases

• Your discovery and demonstrations focus on customer outcomes rather than generic product features

• You can clearly explain the operational and financial value of switching to Sweed

• You maintain at least 95% CRM hygiene and provide accurate weekly forecasts

• Your 30-, 60-, and 90-day forecasts become increasingly reliable as you build the territory

• You consistently contribute to monthly closed ARR and onboarded-door targets

• You share useful customer feedback, compliance insights, and competitive intelligence with the wider team

• You take ownership of the full sales process while collaborating effectively with internal teams

What Else Matters

• Hunter mentality — You’re comfortable creating opportunities and opening doors rather than relying on an established book of business

• Territory ownership — You treat your region like a business and develop a clear plan for growing it

• Business acumen — You understand how technology affects revenue, costs, labor, compliance, efficiency, and customer experience

• Consultative selling — You diagnose the customer’s problem before presenting a solution

• Value orientation — You can justify a premium product through measurable business outcomes

• Pipeline discipline — You understand the activity, conversion rates, and coverage required to achieve quota

• Emotional intelligence — You can build natural relationships while still leading a commercially focused sales process

• Critical thinking — You can challenge a customer’s assumptions constructively and explain the cost of maintaining the status quo

• Adaptability — Our company and industry are evolving quickly, and we need people who perform well in changing environments

• Accountability — You take responsibility for your territory, forecast, commitments, and results

What We Offer

• Competitive base salary plus a lucrative variable compensation plan

• Uncapped earning potential

• Remote-first flexibility

• Medical, dental, vision, life, and disability insurance options

• Paid parental leave

• Generous PTO and paid company-observed holidays

• Regional travel and participation in major industry events

• Real ownership of a high-potential territory

• Career growth opportunities toward Senior Account Executive or Regional Sales Manager as Sweed scales

Sweed is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status, or any other characteristic protected by law.