Account Executive (Southern California)

About Sweed

Sweed is a product-driven SaaS company on a mission to “shatter the myth that cannabis software is always the best of the worst” by giving retailers an all-in-one platform that combines POS, payments, e-commerce, marketing, analytics and inventory management. Founded in 2018, the team of ~250 operates remotely across the US and internationally, serving single-store operators through multi-state enterprises with compliant, automation-first tools.

Role Summary – Account Executive (AE)

Reporting to the Vice President of Success, the AE owns the full sales cycle for net-new and existing dispensary locations in a defined region (Southern California). Success is measured on closed ARR and door-count targets monthly supported by a best-in-class commission plan.

Key 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 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.

Required Qualifications

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 40%+ travel to dispensary sites, trade shows and regional events

Excellent consultative presentation, negotiation and written communication skills

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 & Comp

Lucrative variable plan

Remote-first flexibility

Medical, dental, vision, life & disability insurance options

Generous PTO, paid company holidays and paid parental leave

Career growth path to Senior AE / Regional Sales Manager as Sweed scales