About this role.
Dutchie is hiring a New Jersey-based, full-time Account Executive to own the SaaS sales cycle for its cannabis technology platform. The role covers pipeline generation, virtual and in-person demonstrations, territory strategy, Salesforce management, and cross-functional handoffs through launch. Candidates need a proven B2B sales record, SaaS experience, consultative selling skills, business acumen, and the ability to travel up to 50% within New Jersey. Cannabis or fintech experience is preferred, and success depends on meeting recurring revenue goals in a fast-moving market.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would segment dispensaries by size, growth potential, current technology stack, and operational pain points. I would combine targeted outbound outreach, referrals, market events, and partner intelligence, then score opportunities based on fit, urgency, stakeholder access, and expected deal value. I would review conversion metrics weekly and adjust activity toward the segments producing the strongest qualified opportunities.
I begin by understanding the prospect’s business model, workflows, goals, current tools, and measurable challenges. I confirm the buying process and success criteria before tailoring the demo to the highest-impact use cases. I close by validating value, addressing risks, aligning next steps with all stakeholders, and documenting commitments in the CRM.
I use a territory plan that clusters accounts geographically and prioritizes in-person meetings where they will accelerate complex opportunities or executive alignment. Virtual meetings support efficient qualification, follow-up, and lower-priority accounts, while travel is scheduled around high-value demos, events, and late-stage deal activity. I track outcomes from each channel to ensure travel time produces measurable pipeline or revenue impact.
In a prior role, I identified an implementation dependency late in a deal that could have delayed the customer’s launch. I brought together implementation, product, and customer stakeholders, clarified ownership and timing, and set transparent expectations with the buyer. The team resolved the dependency, the customer launched on schedule, and the relationship strengthened because communication remained proactive and accountable.
I make CRM updates part of my daily workflow rather than an end-of-week task. Every meaningful interaction updates the opportunity stage, next step, close date, stakeholders, risks, and forecast category. I use consistent qualification criteria and inspect deal evidence regularly, which keeps forecasts credible and helps managers and cross-functional partners act on reliable information.
About Dutchie
Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.
Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors.
About This Job
Join us in our pursuit to provide dispensaries and their customers the absolute best online and in store experiences. We’re seeking an Account Executive to join our dynamic sales team and contribute to our position as an industry leader. In this role, you will have ownership of the entire sales process from beginning to end.
We’re seeking someone who’s driven to win and embodies a consultative sales approach. You are process-oriented, emotionally intelligent, and have a concrete grasp of the SaaS industry. This is a work-from-home role based in the US (New Jersey) with up to 50% travel within the state.
What You’ll Do…
- Build and nurture a strong sales pipeline.
- Conduct compelling online and in-person demos.
- Develop and execute a strategic plan for your territory to meet monthly, quarterly, and annual revenue targets.
- Maintain up-to-date and accurate customer and deal information in Salesforce for precise territory management and reporting.
- Collaborate with various teams to ensure seamless transitions and timely launches.
- Embody Dutchie’s values: It’s All About The Customer, “We” Not “I”, Focus On Outcomes, Get There Fast, Embrace Different Perspectives, Get Shit Done, and Be Direct, with Empathy, Utilize First Principles.
- Become an expert on the New Jersey Cannabis market
What You Bring…
- Location: You must live in NJ
- Exceptional Sales Background: Proven track record of consistent success in B2B sales.
- Strong Business Acumen: Robust understanding of business principles and the ability to align Dutchie’s solutions with clients’ strategic objectives.
- Cross-functional Collaboration: Experience working collaboratively with various teams to drive successful customer outcomes.
- Strategic Thinker: Ability to think strategically and identify opportunities for revenue growth.
- Adaptability: Thrives in a fast-paced, dynamic environment and can adapt to evolving market conditions.
- Growth Mindset: Demonstrates resilience, grit, curiosity, coachability, and emotional intelligence, fostering continuous personal and professional development.
- Software as a service (SaaS) industry experience required.
It’s a Bonus if You…
- Have experience in cannabis or fintech
You’ll Get…
We are targeting an OTE of $144,000 – $188,000 based on the intended level for this role.
In addition to cash compensation, our total rewards package includes:
- Full medical benefits including dental and vision plans to ensure you always have the best care.
- Equity packages in the form of stock options to all employees.
- Technology (hardware, software, reading materials, etc..) allowance
- Flexible vacation and sick days
#LI-AH1
At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.
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