Enterprise Account Manager

About Dutchie

Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.

Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors.

About This Job:

As an Enterprise Account Manager, you will be responsible for driving significant revenue growth and fostering strategic partnerships within a portfolio of key enterprise accounts. You will act as a trusted advisor, understanding complex business challenges and aligning our software solutions to deliver exceptional value. This role requires a proven track record of managing large, complex accounts, navigating executive-level relationships, and driving adoption of enterprise-grade software solutions.

What You'll Do...

• Strategic Account Management: Develop and execute comprehensive account plans for each assigned enterprise client, focusing on long-term growth, strategic alignment, and maximizing customer lifetime value.
• Revenue Growth & Expansion: Drive significant revenue growth within your assigned enterprise accounts by identifying and closing complex upselling and cross-selling opportunities across our full suite of software solutions.
• Executive Relationship Management: Build and maintain strong, trusted relationships with C-level executives and key decision-makers within enterprise clients. Serve as a strategic partner and trusted advisor.
• Complex Solution Selling: Lead complex sales cycles, including navigating multi-stakeholder environments, conducting in-depth needs assessments, and presenting compelling value propositions for enterprise-grade software solutions.
• Enterprise Solution Adoption: Drive the adoption and utilization of our software solutions within enterprise accounts, ensuring successful implementation and maximizing return on investment.
• Cross-Functional Collaboration: Collaborate closely with Sales Engineering, Product Management, Customer Success, and other internal teams to deliver seamless customer experiences and ensure alignment with enterprise client needs.
• Contract Negotiation & Management: Lead contract negotiations and renewals, ensuring favorable terms and alignment with company objectives.
• Market & Competitive Analysis: Stay informed about industry trends, competitive landscape, and emerging technologies to identify opportunities and mitigate risks within enterprise accounts.  
• Forecasting & Reporting: Provide accurate and timely sales forecasts, pipeline reports, and account performance updates to senior management.

What You Bring…

• 8+ years of experience in enterprise account management, strategic sales, or a related customer-facing role within the software (SaaS preferred) industry.
• Proven track record of exceeding revenue targets and driving significant growth within enterprise accounts.
• Demonstrated success in managing complex sales cycles and navigating multi-stakeholder environments.
• Strong understanding of enterprise software solutions, including complex integrations and deployment strategies.
• Exceptional executive-level communication, presentation, and negotiation skills.
• Ability to build and maintain strong relationships with C-level executives and key decision-makers.  
• Strategic thinker with the ability to understand complex business challenges and align them with software solutions.
• Experience collaborating with cross-functional teams to deliver exceptional customer experiences.
• Strong understanding of enterprise-level contract negotiation and management.
• Proficiency with CRM tools (Salesforce or similar) and sales enablement platforms.
• Experience with multi year enterprise contracts.
• Ability to understand and articulate complex technical concepts.
• Experience with enterprise level security and compliance requirements.

You’ll Get…

We are targeting an uncapped OTE of $215,000 - $250,000 based on the intended level for this role.  

In addition to cash compensation, our total rewards package includes:

• Full medical benefits including dental and vision plans to ensure you always have the best care.
• Equity packages in the form of stock options to all employees.
• Technology (hardware, software, reading materials, etc..) allowance
• Flexible vacation and sick days

At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.