[All remote jobs](https://jobicy.com/jobs.md)[![Dutchie logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/02/305a6ae1871314b06b00082374e7ba74.jpeg)](https://jobicy.com/company/dutchie.md)[Dutchie](https://jobicy.com/company/dutchie.md) # Account Executive – Northern California Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/dutchie.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 144k–188k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished26 Oct 2026Apply before25 Nov 2026Listing views42Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Dutchie is hiring a full-time Account Executive to own the end-to-end SaaS sales cycle for a Northern California territory. The role requires building pipeline, conducting online and in-person demonstrations, maintaining Salesforce data, and delivering against monthly, quarterly, and annual revenue targets. Success depends on consultative B2B selling, strategic territory planning, business acumen, and close coordination with internal launch and customer-facing teams. The position is home-based in Northern California and involves up to 50% travel within the United States. Experience in SaaS is required, while cannabis or fintech experience is beneficial. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a quota-carrying field sales role with full-cycle ownership, significant travel, and high expectations for revenue delivery. It requires strong SaaS sales judgment, territory strategy, resilience, and the ability to influence varied stakeholders. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$166,000US market range (per year)$130k–$200k0$220.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses an on-target earnings (OTE) range of $144,000–$188,000 USD. The annual cadence is inferred from the US full-time Account Executive context and the stated compensation magnitude; the posting does not explicitly state a pay period. Estimated annual market OTE for a SaaS Account Executive covering Northern California is $130,000–$200,000 USD, depending on segment, quota, base-to-variable mix, and relevant industry experience. ## Core skills Skills and capabilities most closely associated with this opportunity. [B2B SaaS sales](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20sales.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Product demonstrations](https://jobicy.com/jobs?search_keywords=Product%20demonstrations.md)[Revenue forecasting](https://jobicy.com/jobs?search_keywords=Revenue%20forecasting.md)[Strategic account management](https://jobicy.com/jobs?search_keywords=Strategic%20account%20management.md)[Business acumen](https://jobicy.com/jobs?search_keywords=Business%20acumen.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Cannabis market knowledge](https://jobicy.com/jobs?search_keywords=Cannabis%20market%20knowledge.md)[Emotional intelligence](https://jobicy.com/jobs?search_keywords=Emotional%20intelligence.md) Sample interview questionsHow do you create and execute a territory plan for a new sales region?I start by segmenting accounts by fit, potential value, buying triggers, and competitive landscape. I set coverage and pipeline targets, prioritize high-probability accounts, define outreach cadences, and review conversion data regularly to adjust my plan. Describe how you run a consultative SaaS discovery call. I prepare a point of view on the prospect's market, then use open-ended questions to understand their workflows, business goals, constraints, and decision process. I confirm the impact of current challenges and connect only the most relevant product capabilities to measurable outcomes. How do you maintain pipeline quality and forecast accuracy in Salesforce? I update opportunity stages, next steps, close dates, stakeholders, risks, and expected value immediately after meaningful interactions. I forecast based on verified customer actions and mutual plans rather than optimism, and I regularly inspect stalled deals for clear next actions or disqualification. Tell us about a time you coordinated internal teams to move a deal forward. For a complex opportunity, I created a mutual action plan that defined customer requirements, technical validation, implementation timing, and executive checkpoints. I kept product, implementation, and leadership partners informed of decisions and risks, which enabled a coordinated close and smoother handoff. How would you address a prospect that is hesitant to change its existing point-of-sale or e-commerce system? I would acknowledge the operational risk of switching and explore the specific concerns around migration, training, downtime, and return on investment. Then I would present a phased transition plan, relevant customer examples, measurable success criteria, and the internal support available to reduce adoption risk. Opportunity details ## About this role. About Dutchie Founded in 2017, Dutchie is an all-in-one technology platform powering the cannabis industry with [Point of Sale](https://dutchie.com/business/pos), [E-commerce](https://dutchie.com/business/ecommerce), [Payments](https://dutchie.com/business/payments), and [Loyalty & Marketing](https://dutchie.com/business/loyalty-marketing). Through our technology, we’re helping cannabis businesses start, operate, and grow with confidence. With software that simplifies their operations, our customers can focus on what matters most—bringing the benefits of cannabis safely to consumers. 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 Role 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 (Northern California) 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 California Cannabis market ### What You Bring * 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 ### Compensation and Benefits 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: * Comprehensive medical, dental and vision insurance plans to ensure you always have the best care * Equity packages in the form of stock options * Work-from-home office stipend ($700 to make your space as great as possible! Think new desk chair, monitor, printer, etc.) * Monthly cell phone and internet stipend * Parental leave paid at 100% * FTO (flexible time off) in addition to company holidays 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. Show more [Apply now >](https://jobicy.com/jobs/157234-account-executive-northern-california-2.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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