Regional Sales Manager – Northern California

About Nabis

Nabis is the #1 licensed cannabis wholesale platform in the world, supplying $1B+ worth of cannabis products annually from hundreds of brands to retailers across California, New York, and Nevada. Our mission is to empower the world to discover cannabis by providing choice, access, and innovation.

Through modern, scalable infrastructure, our mission is to empower the world to discover cannabis by providing choice, access, and innovation.

We’re at the forefront of this movement, building an innovative, technology‑first platform to scale the entire cannabis industry. Backed by Y Combinator and investors, including Door Dash Co‑Founder Stanley Tang, NFL Hall of Famer Joe Montana, Gmail creator Paul Buchheit, and Twitch co‑founder Justin Kan, Nabis is rapidly expanding across the U.S. with the goal of becoming the largest and most influential cannabis distribution network globally.

Location Eligibility: This role is open to candidates based in the following states: CA, CO, FL, GA, IA, , IL, KS, MA, MD, ME, MI, MO, NJ, NV, NY, TN, TX, UT, VA, or WA. Applicants residing outside of these states will not be considered at this time.

About the Role:

Nabis is California's leading licensed cannabis distributor, representing a portfolio of premium brands across more than a thousand active dispensary and retail accounts statewide. The Regional Sales Manager – Northern California owns top‑line revenue, team performance, and brand execution across Northern California. This is a player‑coach leadership role for a sales operator who has built and managed high‑performing field teams in cannabis, beverage, CPG, or another regulated, three‑tier distribution environment.

Responsibilities:

• Own the regional number: Deliver against monthly and quarterly revenue quotas for Northern California
• Forecast accuracy: Submit a weekly rolling 30/60/90‑day forecast to the Head of Sales with variance commentary.
• Pipeline coverage: Maintain 3x pipeline coverage relative to monthly quota across the team.
• Multi‑brand mix: Hit revenue and case targets across the full Nabis brand portfolio, not just the priority SKU.

• Coach in the field: Conduct at least one ride‑along per rep per week; deliver written coaching notes and develop reps to quota.
• Performance management: Run weekly 1:1s, monthly scorecards, and a formal 30/60/90 evaluation on every new hire. Document and act on underperformance within 60 days.
• Retention: Keep voluntary regrettable rep attrition below 10% annualized.

• Territory design: Build and maintain a written territory plan for each rep with named target accounts, route cadence, and quota.
• Top accounts: Personally own and grow the top 10 accounts in the region; conduct quarterly business reviews with each.
• New business: Drive net‑new account acquisition and reactivate dormant accounts in partnership with the inside sales team.
• Field cadence: Ensure every rep is making a minimum of 25 in‑person account visits per week with documented call notes in CRM.

• Brand partners: Serve as the regional point of contact for brand partners; coordinate ride‑alongs, demo days, and market activations.
• Cross‑sell: Drive multi‑brand penetration across the portfolio - partner with brand and marketing on regional sell‑in campaigns.
• CRM discipline: Enforce daily CRM logging - visits, orders, samples, next steps - by every rep.

Qualifications:

• 5+ years in B2B field sales, with 2+ years managing a quota‑carrying team.
• Proven track record building or rebuilding a sales team and delivering aggressive revenue growth.
• Experience selling into cannabis, beverage, CPG, or another regulated three‑tier distribution channel.
• Deep familiarity with the Northern California retail and dispensary landscape.
• Fluency with CRM (Salesforce, Hub Spot, or comparable) and a data‑driven approach to forecasting and coaching.
• Comfortable in the field 3+ days per week; valid CA driver's license and reliable vehicle.
• Existing relationships with California licensed retailers and buyers.
• Experience launching or scaling a new brand within an existing distribution book.
• Demonstrated success…