About this role.
Dutchie is hiring a Business Development Representative to generate qualified meetings through high-volume outbound prospecting of U.S. dispensaries. The role involves building target account lists, conducting calls, emails, and social outreach, and maintaining accurate activity and pipeline data in HubSpot and Salesforce. Success depends on consistent activity, strong messaging, coachability, and the ability to research regulated cannabis-retail accounts. Candidates need at least one year of BDR, SDR, or outbound sales experience, ideally in B2B SaaS or a related vertical. The role provides coaching and a potential path toward Account Executive or Account Management positions.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
4/5Autonomy Level
3/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I start by defining the ideal customer profile and segment accounts by factors such as location, market maturity, business size, technology stack, and likely buying triggers. I prioritize accounts with the strongest fit and timely signals, then organize them into focused sequences while revisiting results weekly to refine my approach.
I would acknowledge their current experience and avoid forcing a pitch. I would ask a concise discovery question about their current workflow or future priorities, then share a relevant proof point only if it addresses a possible gap. If timing is not right, I would seek permission to follow up at a specific future point and document the context in the CRM.
I would track activity volume, connect rates, email open and reply rates, positive-response rates, meetings booked, show rates, and conversion from meeting to qualified opportunity. I would review these by segment and message to identify where the funnel is weakening, then test one improvement at a time.
I use a consistent workflow in which every interaction is logged immediately or in a scheduled block immediately after outreach. I rely on required fields, clear dispositions, task reminders, and standardized notes so the next person can understand the account history and next step without losing momentum.
The cannabis market is a fast-evolving, regulated industry where operators need reliable technology to run efficient businesses and serve customers responsibly. I am interested in learning the operational and regulatory nuances of dispensaries and using that knowledge to have more relevant, consultative conversations with prospects.
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
As a Business Development Representative on our outbound team, you’ll find and open doors with dispensaries that haven’t discovered Dutchie yet. You’ll build target lists, run sequences, and start conversations that turn into qualified meetings for our Account Executives and Account Managers. To succeed here, you’ll need to be curious about the businesses you’re prospecting into, resourceful when a first attempt doesn’t land, and genuinely energized by the grind of top-of-funnel outbound — the volume, the research, the follow-up.
This role sits on a strong, growing sales team and comes with real coaching and mentorship as you ramp. You’ll need to move comfortably across systems and adapt quickly as our outbound motion takes shape — prioritizing the accounts and activities that create the most pipeline. Your success will be rooted in consistent activity, sharp messaging, and a coachable mindset that keeps improving week over week.
What You’ll Do…
- Outbound Prospecting: Build and work target account lists across U.S. dispensaries, using state, license status, and market maturity to prioritize who you reach out to and when.
- Multi-Channel Outreach: Run cold and warm outreach across call, email, and social, using the Dutchie Revenue Playbook to deliver consistent, proof-point-driven messaging that resonates with dispensary owners and operators.
- Meeting Generation: Book qualified meetings for Account Executives and Account Managers, and manage a clean handoff so context and momentum aren’t lost.
- Pipeline Hygiene: Log activity, disposition, and source data accurately in HubSpot and Salesforce (Legacy and Greenpath), giving leadership reliable visibility into pipeline health.
- Performance & Coaching: Hit weekly and monthly activity and meetings-booked targets, and show up for regular 1:1 coaching and Gong call reviews to keep sharpening your messaging and objection handling.
- Market Intelligence: Share what you’re hearing in the field — competitive signals, regional trends, buying triggers — so the team can keep refining how we target and message.
What You Bring
- 1+ years of experience in a sales, BDR/SDR, or outbound prospecting role, preferably within B2B SaaS or tech.
- A track record of hitting activity and pipeline-generation targets in a metrics-driven environment.
- Strong written and verbal communication skills, with the confidence to cold call and the ability to write outreach that doesn’t sound templated.
- Comfort working in a CRM (Salesforce, HubSpot, or similar) and following a defined process for logging activity and disposition.
- A coachable, growth-oriented mindset — you want mentorship from a strong team and a path toward Account Executive or Account Management.
- Genuine curiosity about the cannabis retail industry and a willingness to learn the regulatory nuances that shape how dispensaries buy.
- Organizational skills to manage a high volume of accounts and outreach without losing attention to detail.
It’s a Bonus if You…
- Have prior outbound (not just inbound) sales experience and can speak to how you build and prioritize a target account list.
- Have experience with sales engagement/sequencing tools and call intelligence platforms (e.g., Gong).
- Have sold into retail, POS, fintech, or another regulated or vertical SaaS market.
- Have exposure to or interest in the cannabis industry specifically.
You’ll Get…
We are targeting a starting salary of $50,000 – $65,000 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
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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