Account Executive (Southern California)

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.

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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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

• 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