Senior Wholesale Account Manager — Cannabis B2B Sales
Confidential. Posted by an established Michigan cannabis cultivator and processor.
Position type: Full-time, exempt salaried IC Location: Hybrid — Michigan-based; preference for candidates within driving range of Southwest Michigan Reports to: CFO + CEO Direct reports: None
Posted: April 30, 2026
Position Summary
We are an established Michigan-licensed cannabis cultivator, processor, and retailer with a top-tier reputation for craft flower in the state’s wholesale market. Multiple years in, profitable, growing, and consistently in the upper tier of week-over-week velocity in the Michigan flower category. Our brand position centers on premium craft flower — hand-trimmed, glass jars with metal lids, premium quality at a competitive price.
We are hiring a Senior Account Executive to take ownership of a defined book of business, expand it aggressively, and open net-new dispensary accounts across the state of Michigan. This is not a manager-of-managers role and it is not a generalist BD seat. We are looking for a true expert: a salesperson with their own book, their own playbook, their own discipline, and the ambition to be the highest-earning rep in the company. You will close your own deals, run your own pipeline, manage your own territory, and earn directly off your own production.
If you bring an active, transferable book of dispensary buyer relationships in the Michigan cannabis market, fluency in the numbers and language of the wholesale category, and the drive to be the top-performing rep wherever you’re placed, keep reading.
What We Offer
Compensation
Base salary: $70000, locked. The base is calibrated to maintain our current weekly wholesale revenue baseline. You earn the base for keeping the existing book healthy and the existing revenue running.
Commission / bonus: Performance compensation is tied directly to the company’s wholesale revenue growth above the current baseline. Every dollar of weekly revenue above the maintenance threshold builds your bonus. Specifically:
- At the company’s current revenue baseline: $70,000 total (base only).
- Bonus: up to 50k/yr based on revenue/profit/collections on sales.
The structure is linear and transparent: as you grow the company’s weekly revenue, your pay grows with it. Specific bonus schedule, measurement window (rolling 13-week average vs. quarterly average vs. trailing 4-week average), and revenue-attribution mechanics will be confirmed at offer stage and tailored so both sides know exactly what triggers each tier. Why this structure: the base is real, livable, and doesn’t depend on quarter-to-quarter volatility.
Other
- Mileage reimbursement and phone allowance for territory work.
- Paid time off and standard holidays.
- An established, profitable Michigan operator behind you. Real product, hand-trimmed, and well-respected with sell-through data that supports the pitch. You will not be selling the unsellable.
Note: We do not currently offer employer-sponsored health insurance. We compensate for this in cash on the comp side. If health benefits are a deal-breaker for you, please flag at first interview so we can discuss.
Who You Are
You bring a book. This is the single non-negotiable. You have an active, transferable network of Michigan dispensary buyers — single-store independents, regional chains, MSOs operating in MI — and you can pick up the phone today and have a real conversation with at least 30 of them. We will ask you to walk us through your book at interview, including how recently you’ve spoken to them, what they currently buy from you (or someone like you), and which ones you can credibly bring with you in the first 90 days. You speak the language of wholesale numbers. You know what a margin point costs, what a price-per-pound conversation actually involves, how invoice terms and payment cycles affect a deal, and how to read a dispensary buyer’s behavior on volume, payment, and shelf placement. You are fluent in COGS, margin %, A/R aging, payment terms, terms-vs-cash, fill rate, and case-pack economics. You don’t need any of this defined for you. You know the product category. You can talk a buyer through a flower SKU intelligently: THC and terpene profiles, hand-trim vs machine-trim, indoor cultivation methods, packaging and shelf appeal. You know the difference between a good 8th and a bad one when you smell one. You can speak honestly to budtenders about what makes premium craft flower the brand to push. You have sales theory and strategy in your spine. You don’t run pipeline by accident. You qualify methodically. You handle objections without flinching. You know what consultative selling actually looks like in practice and you don’t confuse it with order-taking. You can build a quarterly territory plan and execute against it without a manager checking in every Tuesday. You execute yourself. This seat does not include underlings. You don’t get an SDR, a BDR, an associate, or a coordinator. You do your own prospecting, your own pipeline ops, your own CRM hygiene, your own sample drops, your own closing calls, and your own follow-up. If the idea of carrying your own bag bothers you, this is not the seat for you. If the idea of carrying your own bag is the entire reason you’re reading this — keep going.
You deliver against numbers. Quota will be set together at offer stage based on your book and territory. Past that, you will be measured on net new revenue, account retention, and book expansion. You will not be measured on activity volume, slide-deck quality, or attendance at internal meetings. The number is the number.
What You’ll Do
Account Acquisition and Growth
- Open net-new dispensary accounts across Michigan, leveraging your existing relationships first, then expanding through cold outreach, referrals, and trade-event presence.
- Drive existing-account expansion: increase share-of-shelf, broaden SKU footprint, move accounts up the premium-retailer-tier loyalty program when applicable.
- Build and execute a quarterly territory plan with stack-ranked target accounts, measurable milestones, and tracked outcomes.
- Run the full sales cycle yourself: prospecting, qualifying, presenting, sample dropping, negotiating, closing, onboarding the account into our order flow.
Account Management and Retention
- Serve as the trusted advisor for your book. Quarterly business reviews with key accounts, anticipating their pipeline needs, addressing concerns before they become churn risks.
- Coordinate with the broader internal team on fulfillment, finance, retail-tier program to ensure your accounts get the experience that earns repeat orders and word-of-mouth referrals.
- Keep CRM hygiene tight. Every account, every contact, every touch point logged. Pipeline forecast accurate within plus-or-minus 10% by end of month.
Strategic Contribution
- Surface market intelligence: what competitors are doing, where pricing is headed, which accounts are bleeding cash and which are growing. Feed this back to the CFO and CEO weekly.
- Contribute to product-mix and pricing conversations based on what you’re hearing on the street. If buyers are asking for something we don’t make, we want to know it from you, fast.
- Represent the company at MI cannabis trade events, vendor days, dispensary launches, and industry gatherings as appropriate.
Required Qualifications
- 5+ years of B2B sales experience, with at least 2 of those years in the Michigan cannabis wholesale market.
- Active, transferable book of Michigan cannabis dispensary buyer relationships. Non-negotiable.
- Demonstrated track record of closing five-figure to six-figure wholesale orders.
- Working knowledge of Michigan CRA / METRC compliance, manifest requirements, and dispensary licensing structure.
- Strong CRM hygiene; comfort with cannabis-industry tools (LeafLink, Canix, METRC) is a plus, otherwise a demonstrated ability to learn new systems quickly.
- 21+ years of age (cannabis-industry requirement).
- Valid Michigan driver’s license; access to a reliable vehicle for territory work.
- Bachelor’s degree preferred but not required, track record matters more.
Preferred Qualifications
- Active Michigan CRA employee badge already in hand.
- Existing relationships with major MI MSOs and chains (e.g., Lume, Skymint, House of Dank, Pleasantrees, Common Citizen, Rize, Greenstem, etc.).
- Prior experience selling premium-tier flower (vs. value-tier or commodity).
- Working familiarity with premium-retailer-tier loyalty frameworks.
- Comfort working in a small, founder-led operating company where decisions move fast and the rep gets a direct line to the CEO when needed.
How We Hire
1. Application + book conversation (30 min). Phone call with the CEO or CFO. Walk us through your book, your last two closes, and what you’re looking for in your next seat.
2. Numbers and case (60 min, in-person or video). Joint session with the CFO and CEO. We’ll give you a real scenario, a dispensary buyer profile, a price/margin question, an objection. and ask you to walk through how you’d run it. Not a trick. We’re checking that the language and instincts are real and that you can hold your own on the numbers side under direct CFO scrutiny.
3. Final fit interview (60 min, with the CEO). Mutual fit. What you want, what we want, where we’re going.
4. Reference + offer. Two professional references in the cannabis industry, a clean background check, and a comp package tailored to your book and ramp profile.
We move fast. From first call to offer in 2 to 3 weeks if both sides are aligned.
Application
Apply through the platform where you’re seeing this posting:
1. Resume.
2. A short note: one or two paragraphs on what your book of business looks like today and what you’d bring with you in the first 90 days.
3. A salary expectation that reflects your book and your honest sense of your own production.
We are an equal-opportunity employer. We hire on capacity, character, and what you can do, merit is everything, nothing else. All offers are contingent on background check.
Pay: $70,000.00 - $120,000.00 per year
Application Question(s):
- Please describe your experience in B2B wholesale (particularly with respect to cannabis, or how your experience would apply to cannabis)
- Please share your knowledge and experience in cannabis and how that applies to sales
Work Location: Hybrid remote in Kalamazoo, MI 49007
