Market Intelligence & Business Development Manager
Job Description — Elevated Commercial Division
Location
Remote / National
Department
Elevated Commercial Division — HBH Holdings
Reports To
VP of eCommerce Operations
Job Type
Full-Time | Exempt / Salaried
About Hydrobuilder Holdings
Hydrobuilder Holdings (HBH) exists to empower growers to thrive. As one of the largest providers of products, services, and technology to the Controlled Environment Agriculture (CEA) industry, we support cultivators across the full spectrum — from large commercial facilities to independent growers — helping them improve yields, operate more efficiently, and grow sustainably.
Elevated, our commercial division, supports professional cultivators from build-out through harvest with Account Executives, Cultivation Advisors, and AI-driven crop insights.
About This Role
This is a senior inside role combining sales intelligence, business development, and CRM ownership. The right candidate brings deep familiarity with the commercial cultivation space — license structures, canopy operations, MSO dynamics, and how operators make supplier decisions — and uses that knowledge to identify the right prospects, engage them directly, and route qualified opportunities to the national and regional sales teams.
The job has three parts. First: build and work a portfolio of commercial target accounts from the inside — phone, email, and video outreach to identify interest, qualify need, and develop relationships. Second: build the intelligence layer that tells our field teams where to focus — who's licensed, who's growing, who's switching suppliers, and where we're not in the conversation yet. Third: drive consistent, meaningful adoption of our CRM tool so leadership has an accurate picture of the pipeline at any given time.
This is a senior individual contributor role to start, with a clear path to building a team as the function matures.
Key Responsibilities
Business Development
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Build and manage a portfolio of target commercial accounts through inside sales activity — phone, email, and video outreach to MSOs, large independent operators, and emerging regional players
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Identify, qualify, and develop prospects through direct engagement; pass qualified opportunities to the national and regional sales teams with full context and a warm handoff
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Maintain ongoing relationships with key contacts at target accounts between active sales cycles — staying visible, informed, and positioned for when timing is right
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Track and document all prospect interactions and pipeline movement in the CRM; nothing stays in your head or your inbox
Market Intelligence
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Own the national prospect database: who's licensed, what they're growing, how large the canopy, who supplies them today, and where we're not competing yet
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Define the qualification criteria and prioritization logic — the answer to "who should we be calling first and why"
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Track the signals that matter: new licenses, ownership changes, facility expansions, and suppliers losing accounts
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Produce regular market intelligence briefings for sales leadership — state-by-state coverage, whitespace analysis, competitive context, and target account status
CRM Adoption & Sales Enablement
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Drive real adoption of the CRM tool across the national and regional sales team — not just logins, but consistent use that creates a truthful picture of the pipeline
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Work with sales leadership to define and enforce pipeline hygiene standards: stage definitions, activity logging, and what "close-ready" actually means
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Coach reps on using market data to prioritize their books and engage accounts with something worth saying
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Identify gaps in how the tool is being used and bring those findings to leadership with a point of view on what to fix
What This Role Doesn't Own
A few things worth stating plainly:
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Quote processing and order booking stay with the Account Executives
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Inbound lead response is not this job
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Building the database record by record is not either — you define the standards, source the data strategy, and direct that work; the execution sits below this role
What We're Looking For
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15+ years in commercial sales, business development, or sales leadership in the CEA, horticulture, or controlled environment agriculture space — with an established national network
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Real fluency in commercial cultivation: license structures, canopy tiers, facility types, MSO vs. independent dynamics, and how operators actually make supplier decisions
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A record of opening net-new accounts, not just managing inherited ones
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Experience getting a sales team to change behavior — whether that means adopting a tool, working a new process, or reprioritizing their time
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Comfortable working from data: pipeline reports, whitespace analysis, competitive signals — you use this stuff to make decisions, not just to report it
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Salesforce experience required; experience with purpose-built CRM or sales intelligence tools is a plus
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You can build from scratch — there's no predecessor for this role and no playbook handed to you
Compensation & Benefits
Base salary commensurate with experience, with performance-based incentives tied to new account acquisition and pipeline health metrics.
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Comprehensive health, dental, and vision insurance
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401(k) with company match
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Flexible PTO and paid holidays
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Fully remote with flexibility on schedule
