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Account Executive

“Streamline your cannabis supply chain and unearth your data”

Backbone builds best-in-class supply chain software to help the leading Cannabis and Hemp companies track and visualize their data. The platform adapts to our customers’ unique requirements and connects hardware to software, helping them stay compliant, increase profitability, and make better decisions.

The Backbone Sales team is on the frontlines, introducing the product and our vision to the industry and to potential customers. The success of the company relies on us bringing in new customers and we’re closing new deals every week with the most exciting names in cannabis and hemp. We’re passionate about our people, our customers, our values and our culture, and we’re always looking for new team members with a growth mindset, the focus to solve for today, and the vision to build for the future. The role of the AE is critical to the success of the sales team, owning the sales process with qualified prospects and seeing them through to becoming customers.  

We are a California-born company, serving customers globally. Around the world, cannabis and hemp growers are facing an increasing market demand. Producers are faced with new challenges in their supply chain on an unprecedented scale. Founded in 2017, Backbone created a pioneering supply chain management software to solve these problems. Our team has witnessed first-hand the struggles and challenges cannabis and hemp growers faced in Humboldt County, CA and across the country, and we are inspired to solve their problems. 

Backbone lets owners and operators take control of their process, helping them run their businesses more efficiently while improving visibility and ensuring compliance. As our customers’ needs grow and change, so does Backbone, and our goal is to help them succeed. The Backbone team consists of engineers, product managers, and savvy problem solvers from Oracle NetSuite, Sage Intacct, and Intuit, working alongside seasoned Humboldt County cannabis operators with decades of experience. Current customers include some of Cannabis’ best brands, like Cookies, Natura, Eden, and Big Oil. 

As an Account Executive (AE) at Backbone, you will

  • Own the full sales cycle, receiving qualified opportunities from BDRs and handing off newly signed customers to Professional Services for implementation

  • Lead presentations of Backbone’s product and vision to a broad range of audiences from C-level executives to operators and end users. 

  • Compile sales materials and presentations as needed throughout the sales cycle

  • Oversee proposal and contracting processes, positioning Backbone’s value throughout and negotiating as needed.

  • Effectively manage a pipeline of deals in progress.

  • Maintain an accurate forecast with visibility on performance metrics.

  • Attend events on behalf of Backbone to promote our brand and meet with customers, partners, and prospects. Work closely with BDRs to build lists of target prospects, create outreach strategies, set appointments, and attend customer meetings.

  • Leverage and coordinate across internal teams (BDRs, Professional Services,Marketing, Engineering,Product, etc) to navigate complex sales cycles.

  • When needed, take initiative to generate your own leads and qualified pipeline.

  • Maintain a strong understanding of the Backbone Platform and its value, enough to provide high-level introductions to potential customers.

  • Take an iterative approach to process and best practices, always working to understand and improve our strategy and tactics.

Our ideal Account Executive:

  • Has a passion for cannabis and hemp, and an appreciation of its value in wellness, adult-use, and in industrial products

  • Has 3 years of experience in a customer-facing role, ideally in cannabis or B2B software

  • Is growth-oriented and ready to build on their career within Backbone

  • Is goal-oriented and biased to action, motivated to go above and beyond to delight their customers and prospects.

  • Has a mindset to add value during every customer touchpoint 

  • Is an empathetic listener, able to identify customer pain points and present solutions

  • Is comfortable working within a performance-oriented team, with a large percentage of their compensation based on quotas and hitting targets

  • Has experience working with contracts and is comfortable talking about money.

  • Is able to thrive in fast-paced startup environment 

  • Is able to manage time effectively, work independently, and be self-motivated

  • Has a basic working knowledge of Salesforce & LinkedIn 

Desired mindset: 

We work hard at Backbone… and we prioritize work/life balance. We offer unlimited vacation time and encourage people to use it (and turn off notifications while doing so). Everyone carries at least their own responsibilities, and we support our teammates whenever we have the capacity to do so. We operate a fully remote work-force and value our employees health and happiness above all. Our team treats each other with respect and kindness. We treat our customers with respect and kindness. When we are living our lives outside of work, we treat others with respect and kindness. Ideal candidates will uphold values of social equality and environmental responsibility. Social equity, especially as it relates to the cannabis industry, is core to our values and general philosophy. 

If interested, please send your resume as an attachment or link to [email protected]​.  A short note introducing yourself and describing your interest in the role is welcome.

Backbone is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.