Account Executive

Summary

Join Sweed, a product-driven SaaS company, as an Account Executive (AE) and own the full sales cycle for new and existing dispensary locations in Maryland and Pennsylvania. Reporting to the VP of Strategic Accounts, you will prospect, qualify, and close deals, exceeding monthly ARR and door-count targets. Success is measured by closed ARR and door-count targets, supported by a best-in-class commission plan. You will build and maintain a strong sales pipeline, lead discovery and negotiations, and forecast accurately. Collaboration with cross-functional teams is key, as is gathering customer feedback and contributing to sales process improvements. The role requires significant travel.

Requirements

• 3+ years quota-carrying B2B SaaS or retail-tech sales with a history of ≥100 % attainment
• Working knowledge of cannabis retail operations and state compliance rules
• Proficiency with HubSpot CRM, virtual demo tools and BANT or similar methodology
• Comfortable with 75%+ travel to dispensary sites, trade shows and regional events
• Excellent consultative presentation, negotiation and written communication skills

Responsibilities

• Pipeline Generation
• Prospect, sequence, and qualify 12+ new dispensary accounts each week through targeted outbound, regional events, and partner referrals
• Build and maintain ≥ 4× quota pipeline coverage in HubSpot, ensuring every prospect has a documented next step
• Deal Execution
• Lead discovery, ROI-focused demos, and multi-threaded negotiations for SMB opportunities, tailoring value props to each stakeholder
• Structure and close bundled contracts (POS, payments, text-messaging) in PandaDoc, maximizing ACV while protecting margin and compliance
• Forecast & Governance
• Keep deal stages, close dates, and action plans current in HubSpot; submit a weekly commit forecast with clear upside, best-case, and commit numbers
• Achieve ≥ 95 % CRM hygiene and deliver consistent 30-60-90-day forecast accuracy for executive reporting
• Cross-Functional Alignment
• Partner with Field Marketing, Product, and Customer Success on regional campaigns, pilots, and upsell plays, sharing competitive intel and win-loss insights
• Co-develop account strategies that lift cross-sell rates and expansion ARR, hitting joint KPIs for adoption and retention
• Voice of Customer & Continuous Improvement
• Capture product feedback, compliance hurdles, and market trends in a structured VOC log; present findings in quarterly reviews to influence roadmap
• Contribute to iterative refinement of sales playbooks, demo scripts, and onboarding materials, ensuring best practices scale with team growth

Preferred Qualifications

• Experience selling POS, payments or fintech solutions to regulated industries
• Prior success in high-growth startup environments (0 → $50 M ARR)
• Existing network of decision-makers in cannabis markets
• Familiarity with integrations and retail data analytics tools

Benefits

• Lucrative variable plan
• Remote-first flexibility
• Medical, dental, vision, life & disability insurance options
• Generous PTO, paid company holidays and paid parental leave