Director Wholesale, Canada

The role

The Director Wholesale, Canada will lead and expand B2B wholesale revenue across Canada. This person will drive wholesale sales strategy, secure high-volume accounts, and build relationships with distributors, licensed producers, and retail chains.

What you will do

• Build and execute Canada's wholesale growth strategy.
• Grow consumables revenue within existing provincial markets.
• Navigate provincial approval processes for consumables.
• Own and exceed quarterly and annual wholesale sales quotas.
• Identify, prospect, and secure new strategic wholesale accounts.
• Work with existing brand partners to grow sales of closed system offerings.
• Build long-term relationships with key buyers and executive decision-makers.
• Manage relationships with key distributors, major retail accounts, and LPs.
• Conduct regular business reviews with key partners.
• Attend trade shows, demos, pop-ups, training sessions, and industry events.

Required qualifications

• 5–8+ years of proven B2B sales or key account management experience in CPG, consumer electronics, vape/cannabis hardware, closed system offerings, or lifestyle consumer products.
• Proven experience growing cannabis consumables sales, including closed system offerings, alongside devices and accessories.
• Experience leading a national sales channel and navigating provincial market differences and routes to market.
• Deep familiarity with Canadian wholesale B2B business and distribution channels, including smoke shops, dispensaries, LPs, and regional chains.
• Demonstrated history of meeting or exceeding multi-million-dollar sales targets, scaling wholesale accounts, and expanding Canadian accounts.
• Data-driven mindset with proficiency in sell-through analysis, pipeline management, sales forecasting, and execution.
• Exceptional interpersonal, presentation, and contract negotiation skills.
• Proficiency in CRM software, ERP systems, and standard business suites, including Google Workspace, Excel, and PowerPoint.
• Ability and willingness to travel at least 35% of the time for client visits, trade shows, and industry events.

Benefits

• Variable bonus of up to 50% of base salary
• Company equity
• Access to an accelerator program for overperformance
• Gas reimbursement

About the company

PAX is a leading global cannabis brand that crafts products through thoughtful design, innovative technology, and a commitment to quality.