Account Executive - Northern California

About Sweed

Sweed is a SaaS company focused on product excellence, dedicated to creating a retail operating system capable of rivaling top mainstream POS solutions for cannabis retailers. Their all-in-one platform, DOS (Dispensary Operating System), integrates POS, payments, e-commerce, marketing, analytics, inventory management, delivery, and automation. Founded in 2018, Sweed is a remote-first company of approximately 250 employees serving cannabis retailers across the US.

About the Role

Reporting to the Vice President of Sales, the Account Executive will own the full sales cycle for net-new and existing dispensary locations within the Central California territory. This is a 360-degree sales role encompassing pipeline generation, relationship building, business case development, discovery and demo delivery, contract negotiation, and closing new business. Success will be measured by closed Annual Recurring Revenue (ARR), onboarded door-count targets, pipeline generation, territory growth, and forecast accuracy. Sweed is looking for individuals who can sell a premium product based on value, ROI, and business outcomes.

What You'll Do

Pipeline Generation

• Prospect and qualify new dispensary accounts via outbound activity, events, and referrals.
• Maintain a pipeline of at least 4x quota in HubSpot with clear next steps for every prospect.
• Consistently generate new opportunities while advancing active deals.
• Create territory plans to target high-potential market operators.
• Cultivate relationships with key cannabis retail stakeholders.

Deal Execution

• Lead discovery calls, ROI-focused demos, and complex negotiations with decision-makers.
• Close bundled SaaS contracts covering POS, payments, and e-commerce.
• Build business cases that demonstrate operational and financial value.
• Position Sweed as a premium, outcome-driven solution.
• Navigate multi-stakeholder buying processes across retail and executive teams.

Forecast & Pipeline Management

• Manage accurate deal stages and action plans in HubSpot.
• Submit weekly forecasts with commit, best-case, and upside projections.
• Ensure high CRM hygiene and consistent forecast accuracy.
• Monitor funnel metrics and overall pipeline health.

Cross-Functional Collaboration

• Partner with Marketing, Product, and Success teams on campaigns and strategic deals.
• Share market insights, customer feedback, and competitive intelligence.
• Support regional growth and account expansion initiatives.

Voice of Customer & Continuous Improvement

• Capture trends and feedback to influence product and Go-To-Market strategy.
• Refine sales playbooks and value-selling frameworks.

What We're Looking For

• 3+ years of quota-carrying B2B sales experience with a proven track record.
• Proficiency in full-cycle sales, from prospecting to closing.
• Experience in SaaS, fintech, or retail technology.
• Ability to articulate ROI and business impact to stakeholders.
• Skilled in HubSpot, virtual demos, and BANT methodologies.
• Excellent communication skills and high emotional intelligence.
• Willingness to travel for regional events and meetings.

Preferred Qualifications

• Cannabis industry or retail technology experience.
• Success selling premium products in high-growth startup environments.
• Established network within cannabis markets.

Travel

Requires 25–50% regional travel for customer meetings and industry events.

Why Join Sweed?

• Competitive base salary plus uncapped commission.
• Remote-first flexibility with comprehensive health benefits.
• Generous Paid Time Off (PTO) and parental leave.
• Clear career path into leadership as the company scales.

What Success Looks Like

• By 90 days: Established pipeline and key relationships.
• By 6 months: Closing business and hitting ARR targets.

Top performers are proactive, accountable, and outcome-oriented.