Account Executive (California Cannabis)

Position Summary

SC Labs is a leading laboratory network, known for delivering top-tier services and solutions in the Cannabis and Hemp testing industry. We are seeking a results-driven Account Executive with established relationships in the Cannabis, Hemp, CBD, and/or Botanicals/wellness industries to join our high-performance sales team. This role includes a compensation package that exceeds industry norms and is structured to attract top performers.

Key Responsibilities

• Support SC labs Strategy to expand into new verticals by providing industry knowledge of pain points, regulatory concerns and buying cycles.
• Create ICP (ideal customer profile) to improve account acquisition in the industry of focus.
• Provide recommendations for optimal services and products supported by data insights.
• Leverage your existing network to generate new revenue opportunities.
• Identify, pursue, and close strategic accounts with high growth potential.
• Conduct thorough client needs assessments and tailor solutions to meet business objectives.
• Serve as a trusted advisor to clients, building long-term partnerships.
• Anticipate potential challenges, developing preemptive solutions, and collaborating with clients to address concerns before they impact performance or outcomes.
• Conduct quarterly business reviews with Key accounts engaging key decision-makers and stakeholders.
• Support the VP of Sales to develop and execute industry-specific sales plans.
• Drive brand recognition and referrals by representing SC Labs as a trusted advisor and long-term partner.
• Collaborate with internal teams (marketing, finance, laboratory, and customer success) to support sales cycles and enhance customer experience.
• Maintain accurate forecasting, pipeline management, and CRM hygiene.
• Stay ahead of industry trends, market shifts, and competitor activity.
• Provide feedback to leadership and R&D teams to inform strategic initiatives.

Qualifications/Experience

• 5+ years of B2B sales experience, ideally focused on ingredients within the food and beverage, cannabis, kratom, nutraceutical, or topical product industries.
• Minimum of 1 year of B2B Lab sales experience.
• Familiarity with regulatory compliance and formulation support, particularly as it relates to testing in the food and beverage, and natural products industries.
• Demonstrated ability to close complex, high-value deals with a long sales cycle.
• Proven ability to unlock high-value opportunities through an existing network of industry contacts.
• Success establishing new markets: identify high-potential opportunities, develop entry strategies, and drive adoption and revenue in previously untapped segments.

Skills

• Sales Acumen: Deep understanding of the sales cycle (prospecting, qualifying, presenting, closing); ability to handle objections and negotiate effectively.
• Client Relationship Management: Develop trust and nurture long-term relationships with clients; excels at understanding customer needs and aligning solutions accordingly.
• Communication Skills: Excellent verbal/written communication and listening skills; capable of delivering persuasive pitches and clearly explaining complex products/services; provides and takes feedback well, and adjusts approach as needed.
• Time Management & Prioritization: Strong time management skills with a clear understanding of personal capacity; prioritizes tasks effectively, and sets realistic goals to consistently deliver high-quality results on time.

About SC Labs

SC Labs is the largest multi-state laboratory bringing together the industry's most reputable testing labs. Founded in 2010, SC Labs is one of the cannabis industry's oldest licensed testing labs and the first to develop a national hemp testing panel. The company is licensed and accredited in California, Oregon, Colorado, Michigan, and Arizona. The combination brings together three of the longest standing and most respected cannabis and hemp testing organizations in the U.S. and forms the foundation of a national testing network.