Market Sales Manager

You are a successful, passionate B2B sales professional with a proven track record of managing a healthy funnel of opportunities and overachieving your quotas. Though you are a master of the entire sales cycle, from cold call prospecting to exceptional follow-up and account management, you particularly excel at needs analysis and overcoming objections--even when it comes to raw data, you are able to find the narrative between the numbers and sell the story. As a sales person, you are driven by challenges and enjoy collaborating with colleagues to reach team goals. You tend to be more organized than others and have experience using Salesforce or other comparable CRM software. You are motivated by friendly competition and tend to rise to the top sales organizations as an enthusiastic self-starter that champions time management and creative problem solving. And to boot, your partners and prospects LOVE you.

As a Market Sales Manager, you will drive revenue by growing Leafly’s book of clients across North America, through new acquisition, partner upsell growth, as well as portfolio penetration. Our SaaS and advertising products allow our clients to convert Leafly’s diverse, engaged audience into orders and loyal customers. Sales duties will be focused on managing the relationships of decision makers at private retail cannabis stores that legally sell cannabis and cannabis related products to consumers. This is a fast-paced work environment; the ability to work quickly and independently under pressure is essential. Here are some of your day to day responsibilities.

WHAT YOU WOULD BE DOING

• Courage: We anticipate future challenges and opportunities and have the courage to investigate and take action, even if we don’t have all the facts.
• Achieve, ideally exceed ,individual and territory team revenue targets monthly, quarterly and annually
• Take a consultative approach to: acquire retailers to our platform, increase the contract value of existing clientele, understand goals and objectives of our partners and make recommendations to secure renewals, grow revenue, and build stronger partnerships
• Develop and sustain strong partnerships in a strategic territory by providing relevant data insights and high-quality needs-based consulting services to retail partners 
• Ownership: We meet our commitments consistently, take projects to completion, and deliver results.
• Continuously promote and develop retail partners’ high engagement with Leafly’s full suite of offerings to ensure adoption and increase utilization of tools and opportunities. 
• Drive revenue and market share in a defined territory to meet or exceed revenue targets; manage and improve existing client & agency relationships by providing expert-level insights
• Consistently evaluate total addressable market opportunity and manage available ad placement inventory
• Work independently as well as coordinate shared effort as part of a global sales team
• Impact: We’re advocates for the destigmatization of cannabis and our work reflects that.
• Monitor competition by gathering and reporting current marketplace intel (pricing, products, new services, marketing strategies and merchandising techniques) to Sales Leadership
• Fully understand federal and provincial rules and regulations surrounding cannabis, cannabis retail, and advertising/marketing cannabis within assigned territory
• Conduct regular self-learning to improve skills and influence
• Passion: We place our customers are the center of everything we do.
• Conduct weekly, monthly, and quarterly business reviews with external stakeholders to proactively review portfolio and store level performance and opportunities, deepen client relationships; retain, grow and keep partners up to date on evolving opportunities and products
• Target account selling, solution selling and using consultative sales techniques

WHAT YOU BRING

• 3+ years experience in a B2B Sales, Account Manager, or Account Executive role in a SaaS, Media services, or advertising industry.
• Experience with solution selling and using consultative sales techniques
• Ability to handle ambiguity and quickly react and adapt to an ever-changing regulatory environment 
• An enthusiasm and desire for traveling in market to meet and visit retailers (up to 50% of the time)
• Proficiency with Salesforce
• Sound business judgment, proven ability to influence others, and strong analytical thinking skills
• Ability to challenge customers and defend Leafly’s value
• Experience analyzing data, trends, and customer information to identify growth opportunities
• Excellent interpersonal skills with the ability to build authentic business relationships and deal effectively with relational challenges as they arise
• Ability to prioritize and multi-task effectively to achieve critical targets, goals, and/or strategic objectives set by leadership team
• Demonstrate analytical skills with market trends, partner performance, and competitor analysis to address business and partner needs.
• Possess a growth mindset, consistently uses feedback to improve
• Excellent organizational and time management skills
• Strong negotiation skills
• Consistent overachievement of sale goals 
• Dynamic and adaptable to change with the industry landscape or business needs 
• Goal-oriented with quest for personal growth
• The motivation to drive for results
• Curiosity  
• A bias toward action
• Present ideas and directives clearly and persuasively
• Strong verbal and written communication skills

WHAT LEAFLY CAN OFFER

• Competitive salary and bonus
• Equity plan
• Unlimited vacation
• 100% employer paid premiums for health insurance for employee/75% paid for dependents
• 401k (U.S.) with up to 3.5% employer match
• Pet insurance
• Flexible work schedule
• Fully remote work environment

Leafly is on a mission to empower consumers, retailers, and brands in the cannabis space. Built as a strain database more than a decade ago, Leafly has since grown into the leading legal cannabis marketplace in the U.S. helping over 100 million annual visitors discover the right cannabis for them and buy it from local dispensaries, for pickup or delivery. 

What’s more, Leafly is the world’s largest trusted resource for cannabis education, information, news, and trends. From our extensive strain database and Cannabis 101 to our flagship Jobs Report and Social Impact hub, Leafly plays a vital role in destigmatizing cannabis and helping consumers understand the power the plant can play in their own lives. We also partner with other mission-driven organizations to build a more just and equitable industry for all.

But here’s what you really want to know: a career at Leafly is exciting, rewarding, and ripe with opportunities for growth. We value creative thinkers, and offer competitive salary and benefits, excellent perks, incredible work culture, and the promise that you’ll never be bored. As a company, we’ve done some pretty amazing things—but none of it is possible without the amazing people who make up our team. If you join us, you can be sure that you’ll be joining a strong, innovative, and passionate group of individuals on a mission to change the world for the better. 

The job description is representative of typical duties and responsibilities for the position and is not all-inclusive. Other duties and responsibilities may be assigned in accordance with business needs. Prior cannabis convictions are not an automatic disqualifier. We are an equal opportunity employer. Qualified applicants will be considered regardless of race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability or genetics. A background check will be conducted after a conditional offer of employment is extended.

National Pay Range

$100,000 - $130,000 On Target Earnings (65% base salary + 35% variable)

Salary may be adjusted based on geographic location.