About this role.
Dutchie is hiring a full-time, remote Account Executive based in the US Pacific Northwest to own the complete SaaS sales cycle for dispensary technology customers. The role requires pipeline development, online and in-person demonstrations, territory strategy, Salesforce discipline, and collaboration through customer launch. Candidates need a proven B2B sales record, SaaS experience, consultative selling ability, business acumen, and comfort traveling up to 50% within the United States. Cannabis or fintech experience is preferred, and the role emphasizes resilience, adaptability, coachability, and emotionally intelligent communication. Success will be measured through monthly, quarterly, and annual revenue performance as well as effective territory management.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I begin by segmenting accounts by fit, potential value, buying triggers, and likelihood to close. I create a territory plan with target account lists, outreach cadences, partner sources, and stage-based pipeline goals, then review conversion metrics weekly to reallocate time toward the highest-potential opportunities.
I prepare by understanding the operator’s market, business model, and likely workflow challenges. During the call, I use open-ended questions to uncover current processes, operational pain points, growth priorities, stakeholders, and success measures, then connect relevant platform capabilities to measurable business outcomes rather than leading with features.
I maintain clear exit criteria for every CRM stage and validate forecasted opportunities against confirmed pain, decision process, stakeholders, timeline, budget, and next steps. I update Salesforce immediately after meaningful interactions, identify risks early, and separate committed deals from best-case opportunities based on evidence rather than optimism.
In a prior role, I involved implementation and customer success teams before contract signature for a customer with complex requirements. We aligned on scope, milestones, ownership, and risks, which gave the customer confidence during the buying process and enabled a smoother handoff after close.
I would acknowledge the concern and explore what is working, where friction remains, and what future goals the current solution may not support. I would quantify the cost of maintaining the status quo, present a relevant transition plan and proof points, and only recommend a next step if there is a credible operational or commercial benefit.
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 (Pacific North West) with up to 50% travel within the states.
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 PNW
- 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 a starting salary 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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