Account Executive (Southern California) - Sweed

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 propositions 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 intelligence 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 & Compensation

• 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.