Account Executive (Northeast)
Sweed · United States · $250,000 (stated in the posting)
Hi there!
We're Sweed, a product-driven startup building an all-in-one cannabis retail platform. We’re looking for an Account Executive to help us grow our presence across the Northeast.
About Us
At Sweed, we’re reimagining how cannabis retailers operate. Our enterprise-grade platform combines POS, eCommerce, Marketing, Analytics, and Inventory Management into a single, seamless solution—eliminating the need for multiple third-party tools.
We believe in simplicity, efficiency, and innovation. That’s why we build for scalability and performance, making life easier for cannabis retailers while driving real business growth.
Why We’re Doing This
At Sweed, we believe in the medicinal potential of cannabis. It has been shown to help with chronic pain, anxiety, depression, and many other conditions. Despite the lingering stigma, we see cannabis as a powerful tool for improving lives.
The industry is evolving rapidly, and we’re here to drive that transformation—making cannabis retail more efficient, accessible, and customer-friendly.
Where We Are Now
We’ve been on the market for 7 years, continuously growing and refining our product.
Our focus is on earning customer trust, which means constantly improving our delivery processes and rolling out new features. At the same time, we navigate the complex legal landscape of the cannabis industry, ensuring our platform remains compliant and future-proof.
Team Structure
Our total team size is over 200 people.
The development team is distributed globally and organized into cross-functional product teams. These teams typically consist of 8–12 members, including front-end and back-end developers, QA specialists, and analysts.
Meanwhile, our CEO, sales, account management, and customer success teams are based in the USA, working closely together to align product development with business and customer needs.
About the Role
The Account Executive will own the full sales cycle for new dispensary customers and locations within an assigned Northeast territory.
This is a true 360 sales role with a strong focus on net-new business. You’ll be responsible for generating pipeline, developing relationships, conducting discovery, demonstrating the product, building a business case, negotiating contracts, and closing new customers.
You’ll receive support from sales leadership and partner closely with Marketing, Product, Customer Success, and Implementation. However, this is not a role where a complete pipeline is handed to you. Successful AEs at Sweed are comfortable creating their own momentum through outbound prospecting, events, referrals, and territory development.
Sweed is a premium challenger product. We’re looking for someone who can demonstrate value through business outcomes and ROI—not someone who depends primarily on relationships or discounting to close business.
Our customers range from independent dispensaries to multi-state operators, with our core segment typically consisting of cannabis retailers with approximately 10–40 locations. Deal sizes can range from approximately $25K to $250K+ in annual SaaS value, with an average sales cycle of around three months.
Success in this role is measured through closed ARR, onboarded door count, pipeline generation, territory growth, and forecast accuracy.
What You’ll Be Working On
Developing and executing a territory plan focused on high-potential cannabis retailers and multi-location operators
Generating new pipeline through outbound prospecting, industry events, referrals, partnerships, and local relationship-building
Maintaining at least 4x quota pipeline in HubSpot, with clear next steps for every active opportunity
Building relationships with dispensary owners, operators, retail leaders, finance teams, and executive decision-makers
Conducting discovery to understand each customer’s technology, operational challenges, business priorities, and reasons for considering a change
Delivering tailored product demonstrations that connect Sweed’s capabilities to the customer’s specific needs
Building ROI-focused business cases that demonstrate financial and operational value
Explaining why a customer should switch platforms, why they should act now, and what maintaining the status quo may be costing them
Positioning Sweed as a premium, outcome-driven solution rather than competing primarily through price
Navigating multi-stakeholder buying processes across retail, operations, finance, technology, and executive teams
Negotiating pricing and commercial terms while protecting the long-term value of the partnership
Managing the sales process from initial outreach through contract execution and customer handoff
Maintaining accurate deal stages, notes, action plans, and forecasts in HubSpot
Providing weekly commit, best-case, and upside forecasts
Partnering with Marketing, Product, Customer Success, and Implementation on campaigns, strategic deals, and customer launches
Sharing customer feedback, market trends, and competitive intelligence to help improve our product and go-to-market strategy
Representing Sweed at customer meetings, industry events, regional roadshows, and other territory activities
What We’re Looking For
3+ years of quota-carrying B2B sales experience with a demonstrated track record of success
Full-cycle sales experience, including prospecting, discovery, demonstrations, proposals, negotiation, and closing
Experience generating a meaningful portion of your own pipeline
Experience selling SaaS, fintech, POS, payments, restaurant technology, retail technology, eCommerce, or another consultative business solution
Ability to connect product capabilities to measurable financial and operational outcomes
Experience selling through value and ROI rather than relying primarily on relationships or discounting
Confidence communicating with business owners, operators, and executive stakeholders
Experience navigating multi-stakeholder sales processes and complex negotiations
Strong understanding of quota, conversion rates, pipeline coverage, sales cycles, and forecasting
Experience managing pipeline and sales activity through HubSpot, Salesforce, or another CRM
Familiarity with structured qualification and sales methodologies such as BANT, MEDDICC, Sandler, or Challenger
Strong communication skills and high emotional intelligence
Ability to build natural, credible customer relationships without sounding overly corporate
Comfort working independently in a fast-moving environment where processes are still developing
A proactive, accountable, and outcome-oriented approach to sales
Residence within the Northeast territory, ideally New York, New Jersey, or Connecticut
Willingness to travel approximately 25–50% for customer meetings, industry events, and regional activity
Nice to Have
Experience selling cannabis technology or working directly with dispensary operators
An established network within Northeast cannabis markets
Experience selling POS, payments, eCommerce, loyalty, marketing, or retail operations software
Experience working with multi-location retail or restaurant groups
Success selling a premium or challenger product against larger incumbents
Experience working in a startup or high-growth technology company
A combination of inside and outside sales experience
Experience building a territory or introducing a product into a new market
What Success Looks Like
You develop a clear territory plan and begin building key relationships during your first 90 days
You create new opportunities consistently rather than waiting for leads to be assigned
You understand the pipeline coverage and activity required to achieve your target
Your opportunities move forward with clear next steps, identified stakeholders, and a compelling business case
Your discovery and demonstrations focus on customer outcomes rather than generic product features
You can clearly explain the financial and operational value of switching to Sweed
You maintain accurate CRM data and provide reliable forecasts
You take ownership of the complete sales process while collaborating effectively with internal teams
Within six months, you’re progressing and closing new business while contributing to ARR and onboarded-door targets
What Else Matters
Hunter mentality — You’re comfortable creating opportunities and opening doors rather than relying on an established book of business
Business acumen — You understand how technology affects revenue, costs, labor, efficiency, and customer experience
Consultative selling — You diagnose the customer’s problem before presenting a solution
Value orientation — You can justify a premium product through measurable business outcomes
Pipeline discipline — You understand the activity, conversion rates, and coverage required to achieve quota
Emotional intelligence — You can adapt your communication style to different customers and stakeholders
Critical thinking — You can challenge a customer’s assumptions constructively and explain the cost of maintaining the status quo
Adaptability — Our company and industry are evolving quickly, and we need people who perform well in changing environments
Accountability — You take responsibility for your territory, forecast, commitments, and results
What We Offer
Competitive base salary plus uncapped commission
Accelerated earning potential for overperformance
Remote-first flexibility
Medical, dental, vision, and additional health insurance options
Paid parental leave
Generous PTO and paid company-observed holidays
Regional travel and participation in industry events
Real ownership of a high-potential territory
Opportunities to grow as we continue expanding our sales organization
Sweed is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veteran status, or any other characteristic protected by law.
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