Account Executive (Southern California)

The role

The Account Executive will own the full sales cycle for new dispensary customers and locations in Southern California. This role involves generating pipeline, conducting discovery, demonstrating the product, and negotiating contracts to drive new business.

What you will do

• Develop and execute a territory plan for cannabis retailers and multi-location operators
• Generate new pipeline through outbound prospecting, events, referrals, and partnerships
• Maintain 4x quota pipeline coverage in HubSpot
• Build relationships with dispensary owners, operators, and executive decision-makers
• Conduct discovery to understand customer technology and operational challenges
• Deliver tailored product demonstrations
• Build ROI-focused business cases
• Negotiate pricing and commercial terms
• Manage the sales process from initial outreach through contract execution
• Provide weekly commit, best-case, and upside forecasts

Required qualifications

• 3+ years of quota-carrying B2B sales experience
• Full-cycle sales experience including prospecting, discovery, demonstrations, proposals, negotiation, and closing
• Experience generating a meaningful portion of your own pipeline
• Experience selling SaaS, fintech, POS, payments, restaurant technology, retail technology, eCommerce, or another consultative business solution
• Ability to connect product capabilities to measurable financial and operational outcomes
• Experience selling through value and ROI
• Confidence communicating with business owners, operators, and executive stakeholders
• Experience navigating multi-stakeholder sales processes and complex negotiations
• Strong understanding of quota, conversion rates, pipeline coverage, sales cycles, and forecasting
• Experience managing pipeline and sales activity through HubSpot, Salesforce, or another CRM
• Familiarity with structured qualification and sales methodologies such as BANT, MEDDICC, Sandler, or Challenger
• Residence within Southern California

Nice to have

• Experience selling cannabis technology or working directly with dispensary operators
• An established network within Southern California cannabis markets
• Experience selling POS, payments, eCommerce, loyalty, marketing, or retail operations software
• Experience working with multi-location retail or restaurant groups
• Success selling a premium or challenger product against larger incumbents
• Experience working in a startup or high-growth technology company
• A combination of inside and outside sales experience
• Experience building a territory or introducing a product into a new market

Benefits

• Competitive base salary plus uncapped commission
• Accelerated earning potential for overperformance
• Remote-first flexibility
• Medical, dental, vision, and additional health insurance options
• Paid parental leave
• Generous PTO
• Paid company-observed holidays

About the company

Sweed is a product-driven startup building an all-in-one cannabis retail platform. The company provides an enterprise-grade platform combining POS, payments, eCommerce, marketing, analytics, inventory management, delivery, and automation.