Director of Sales

The role

You will lead a team of account executives to deliver consistent sales results. You will coach reps, manage the pipeline, and build sales processes and playbooks.

What you will do

• Review the pipeline with each AE every week.
• Establish consistent qualification standards, sales stages, and exit criteria.
• Build a repeatable approach from discovery and demo through proposal, negotiation, close, and customer handoff.
• Hold weekly one-to-ones and set clear activity and conversion expectations.
• Join and review calls and demos to provide practical feedback.
• Own the team's weekly forecast, including commit, best case, and upside.
• Run daily and weekly team communication with clear priorities and actions.
• Build practical playbooks for discovery, demos, objection handling, and competitive positioning.
• Help hire and onboard reps and contribute to annual planning.

Required qualifications

• 3+ years directly managing quota-carrying account executives.
• At least 2 years leading a team of approximately 10–15 reps.
• Track record of leading B2B SaaS sales.
• Experience directly managing field sales AEs who travel frequently.
• Experience owning a weekly forecast and evaluating opportunities using customer evidence.
• Experience building sales processes and playbooks.
• Hands-on experience with Salesforce, HubSpot, or a comparable CRM and supporting sales tools.
• Comfort setting expectations, having difficult conversations, and holding people accountable.

Nice to have

• Experience in cannabis tech, POS, payments, or retail technology.
• Cannabis wholesale leaders who have managed quota-carrying sales reps through a structured CRM pipeline.
• Cannabis experience, particularly experience working with dispensaries or multi-location operators.

Benefits

• Competitive base salary plus a performance-based variable compensation plan.
• Medical, dental, vision, and additional health insurance options.
• Paid parental leave.
• Generous PTO and paid company-observed holidays.
• A remote work environment.

Before you apply

• Pipeline Review Exercise: Review a set of anonymized opportunities and share your forecast, coaching priorities, and recommended next steps.

About the company

Sweed is a product-driven company building an all-in-one cannabis retail platform. They are a global team of over 250 people.