Sales Development Representative

Remote, United States

Sales and go-to-market hire — build the pipeline, learn the sales process, become the Executive Director's right hand

If you are not comfortable spending 4-6 hours per day doing sales activities, then do not apply.

You'll own the top of the funnel and work your way down it. In a typical week, you're prospecting into HUNDREDS of cannabis operators, brands, MSOs, and financial institutions; running first-touch discovery; qualifying against the CCA Deal Readiness Check* ; booking and holding demos; and sitting in on them, then progressively running the demos and follow-up calls where deals are actually won.

You'll be handed warm leads and closed-lost accounts to start, and you'll be expected to go find the opportunities nobody has worked yet.

* CCA Deal Readiness check:

Right

Company Type | Right Person | Right History of Delinquency | Right Market | Right Stakeholders

You're building the function. The playbook exists, but the engine that feeds it doesn't. You help build the sequences, the target lists, the CRM discipline, and the referral motions. Early wins become the standard everyone hired after you is trained on.

You learn to close, not just to set. You'll shadow the ED in live demos from week one, run follow-up calls yourself by month two, and take pieces of the demo by month three. We are deliberately building a closer, and the comp plan pays you for closing.

You sell a real, multi-stakeholder deal with real data. Our demos use the prospect's own accounts and verified invoice-level payment behavior — not vaporware. Deals routinely loop in finance, credit, and legal, so stakeholder mapping matters as much as call volume.

You're the ED's right hand across business development. Partnerships, trade shows (travel is required), referral channels, and the CannaBIZ Collects bridge all run through this seat as you ramp. Where the ED goes, you're increasingly the second set of hands.

A builder — energized by opportunity, and you want ownership of a function rather than a queue of leads to work.

Hungry to learn the whole sale. You want to close, and you're willing to earn it by doing the development work first and well.

Comfortable in commercial conversations about AR, delinquency, write-offs, and credit policy — or demonstrably capable of getting there fast. You can hold your own when a CFO or controller is on the call.

Coachable in the specific sense that matters here: you'll be scored on a call-coaching rubric, debriefed after demos, and expected to apply the note on the next call.

Disciplined about CRM and process — you believe clean data is what makes a sales engine tunable, not busywork.

High activity tolerance. Early months include structured block-calling sessions; you need to be someone who finds rhythm in that rather than dreading it.

Bonus, not required: experience selling data, credit, fintech, payments, or into cannabis and other regulated industries. Genuine curiosity about the space is required.

You'll be held to the same four core metrics that run the rest of the sales org, so your number means the same thing everyone else's does and rolls into one funnel view.

Core metric
What it measures
Touchpoints
The CRM is full of warm leads, and qualified companies, you will be working hard.
Leads
New, workable prospects sourced and entered — the top of the funnel you feed.
Meetings set
Qualified demos booked and, critically, HELD. You're credited on meetings that happen, not no-shows.
SQLs
Meetings that clear the Deal Readiness Check and enter the closing pipeline as real opportunities.
New customers
Members closed — both self-closed and sourced-and-assisted. Your leading indicators are judged by whether they produce this. This includes CannaBIZ Collects (CBC) referrals.
Standing expectations. The CRM is the system of record: every touchpoint logged, every deal correctly staged, a future-dated task on every open deal, and a stall reason coded on anything that stops moving. Same-day forwardable recap after every demo. Weekly 1:1 with the ED on activity, pipeline, and blockers. Specific monthly targets are set in the compensation addendum and calibrated to baseline data — we set quotas from what the funnel actually produces, not from a number picked out of the air.

$54,000-$80,000 OTE including commissions and referral bonuses.