Account Executive (Michigan)
Posted 2025-08-23
Remote, USA
Full Time
Immediate Start
<p style="min-height:1.5em"><strong>About Sweed</strong></p><p style="min-height:1.5em">Sweed is a product-driven SaaS company on a mission to <em>“shatter the myth that cannabis software is always the best of the worst”</em> 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 ~200 operates remotely across the US and internationally, serving single-store operators through multi-state enterprises with compliant, automation-first tools.</p><p style="min-height:1.5em"></p><h2><strong>Role Summary – Account Executive (Michigan)</strong></h2><p style="min-height:1.5em">Reporting to the Vice President of Strategic Accounts, the AE owns the full sales cycle for net-new and existing dispensary locations in a defined region (initial focus: Michigan). Success is measured on closed ARR and <strong>door-count targets</strong> monthly supported by a best-in-class commission plan.</p><p style="min-height:1.5em"></p><h2><strong>Key Responsibilities</strong></h2><p style="min-height:1.5em"><strong>Pipeline Generation</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Prospect, sequence, and qualify 12+ new dispensary accounts each week through targeted outbound, regional events, and partner referrals.</p></li><li><p style="min-height:1.5em">Build and maintain ≥ 4× quota pipeline coverage in HubSpot, ensuring every prospect has a documented next step.</p></li></ul><p style="min-height:1.5em"><strong>Deal Execution</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Lead discovery, ROI-focused demos, and multi-threaded negotiations for SMB opportunities, tailoring value props to each stakeholder.</p></li><li><p style="min-height:1.5em">Structure and close bundled contracts (POS, payments, text-messaging) in PandaDoc, maximizing ACV while protecting margin and compliance.</p></li></ul><p style="min-height:1.5em"><strong>Forecast & Governance</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Keep deal stages, close dates, and action plans current in HubSpot; submit a weekly commit forecast with clear upside, best-case, and commit numbers.</p></li><li><p style="min-height:1.5em">Achieve ≥ 95 % CRM hygiene and deliver consistent 30-60-90-day forecast accuracy for executive reporting.</p></li></ul><p style="min-height:1.5em"><strong>Cross-Functional Alignment</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Partner with Field Marketing, Product, and Customer Success on regional campaigns, pilots, and upsell plays, sharing competitive intel and win-loss insights.</p></li><li><p style="min-height:1.5em">Co-develop account strategies that lift cross-sell rates and expansion ARR, hitting joint KPIs for adoption and retention.</p></li></ul><p style="min-height:1.5em"><strong>Voice of Customer & Continuous Improvement</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Capture product feedback, compliance hurdles, and market trends in a structured VOC log; present findings in quarterly reviews to influence roadmap.</p></li><li><p style="min-height:1.5em">Contribute to iterative refinement of sales playbooks, demo scripts, and onboarding materials, ensuring best practices scale with team growth.</p></li></ul><p style="min-height:1.5em"></p><h2><strong>Required Qualifications</strong></h2><ul style="min-height:1.5em"><li><p style="min-height:1.5em">3+ years quota-carrying B2B SaaS or retail-tech sales with a history of ≥100 % attainment</p></li><li><p style="min-height:1.5em">Working knowledge of cannabis retail operations and state compliance rules</p></li><li><p style="min-height:1.5em">Proficiency with HubSpot CRM, virtual demo tools and BANT or similar methodology</p></li><li><p style="min-height:1.5em">Comfortable with 75%+ travel to dispensary sites, trade shows and regional events</p></li><li><p style="min-height:1.5em">Excellent consultative presentation, negotiation and written communication skills</p></li></ul><p style="min-height:1.5em"><strong>Preferred Qualifications</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Experience selling POS, payments or fintech solutions to regulated industries</p></li><li><p style="min-height:1.5em">Prior success in high-growth startup environments (0 → $50 M ARR)</p></li><li><p style="min-height:1.5em">Existing network of decision-makers in cannabis markets</p></li><li><p style="min-height:1.5em">Familiarity with integrations and retail data analytics tools</p></li></ul><p style="min-height:1.5em"></p><h2><strong>Benefits & Comp</strong></h2><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Lucrative variable plan</p></li><li><p style="min-height:1.5em">Remote-first flexibility</p></li><li><p style="min-height:1.5em">Medical, dental, vision, life & disability insurance options</p></li><li><p style="min-height:1.5em">Generous PTO, paid company holidays and paid parental leave</p></li><li><p style="min-height:1.5em">Career growth path to Senior AE / Regional Sales Manager as Sweed scales</p></li></ul><p style="min-height:1.5em"></p>