Inside Sales Representative

Company Overview:

DreamFields is one of the top five cannabis companies in the industry through our leading #1 pre-roll brand, Jeeter. We are passionate about producing world-class marketing, high-quality, innovative products, delivering exceptional customer experiences, operating cutting-edge processes, and fostering an amazing company culture and thriving work environment. With over 1,500 employees, we are proud to be one of the most loved employers in the industry. DreamFields continues to experience exponential growth as one of the fastest-growing companies in the cannabis industry, aggressively expanding nationally into all legalized cannabis states.

Job Summary:

The Inside Sales Representative is a quota-carrying, high-activity sales role responsible for expanding Jeeter's footprint across dispensary accounts throughout California. This position is focused on driving revenue growth through proactive outreach, relationship-building, and pipeline conversion. This is a high-activity, high-accountability seat. Success is measured daily and weekly against clear KPIs, and top performers will have a direct line to advancement as the Inside Sales team scales. This role centers on three core priorities:

• New Account Acquisition – Identifying and opening accounts that are not currently purchasing Jeeter products
• Account Reactivation – Re-engaging, lapsed customers and converting them back into active buyers
• Revenue Growth Within Existing Accounts – Increasing rate of sale and improving reorder cadence among smaller-volume accounts

The Inside Sales Representative partners closely with Field Sales, Sales Operations, and the Order Desk to ensure seamless execution and conversion of opportunities into consistent, recurring revenue.

This is a metric-driven, high-accountability role where performance is measured daily and weekly against clearly defined KPIs. Top performers will have strong visibility and a direct path for advancement as the Inside Sales function continues to scale.

Duties/Responsibilities:

• Own a defined California territory of dispensary accounts, driving new account acquisition, reactivation, and growth.
• Execute a high-volume outbound sales cadence through calls, emails, and text outreach.
• Prospect using BDSA, internal lists, and other data sources to identify and qualify new accounts.
• Re-engage lapsed customers and convert them into active, repeat buyers.
• Grow underperforming accounts (under $2,500/month) by increasing SKU penetration, menu placement, and reorder frequency.
• Manage the full inside sales cycle: prospecting, qualifying, presenting, closing, and coordinating order fulfillment.
• Maintain accurate, up-to-date CRM records, including account activity, pipeline stages, and next steps.
• Consistently meet or exceed weekly and monthly KPIs, including activity, order volume, and revenue growth.
• Partner cross-functionally with Field Sales, Sales Operations, Marketing, and the Order Desk to ensure seamless account management.
• Support promotional execution, sampling programs, and merchandising initiatives to drive sell-through.
• Provide feedback on customer needs, market trends, pricing, and competitive landscapes.
• Ensure compliance with all California cannabis regulations and internal SOPs.

Performance ExpectationsKPIs:

This role is measured against a defined performance scorecard. Targets ramp during onboarding and are reviewed regularly based on tenure and performance.

Activity KPIs

• Outbound Calls:
  • Complete 25–35 calls per day
• Meaningful Conversations:
  • Achieve 8–12 quality conversations per day
• Emails / Texts Sent:
  • Send 20–30 outbound communications daily
• Unique Account Touchpoints:
  • Engage with 40–60 unique accounts per week
• New Accounts Contacted:
  • Reach out to 10–20 new accounts per week
• Scheduled Follow-Ups Completed:
  • Maintain 100% completion of scheduled follow-ups

Outcome KPIs

• Weekly Orders Placed:
  • Drive 25–35 orders per week
• Reactivated Accounts:
  • Reactivate 8–12 dormant accounts per period
• Monthly Revenue Growth:
  • Contribute to consistent monthly revenue increases aligned with territory goals
• Average Order Value (AOV):
  • Maintain $40–$60 average per account order
• Reorder Frequency:
  • Sustain 10–20 reorders per week across managed accounts

Required Skills/Abilities:

• Strong outbound sales capability with the ability to build rapport and close business via phone and email.
• Comfortable operating in a high-activity environment (25+ calls and 20+ written touches daily).
• Excellent verbal and written communication skills.
• Proven ability to manage a sales pipeline and prioritize effectively.
• Results-driven mindset with strong accountability for meeting KPIs and revenue targets.
• High level of organization, time management, and follow-through.
• Ability to collaborate cross-functionally and work within a team-based sales model.
• Critical thinking and problem-solving skills to grow accounts and overcome objections.
• Proficiency in CRM systems (Salesforce, HubSpot, LeafLink, Distru) and business tools (Microsoft Office / Google Workspace).
• Solid understanding of customer relationship management and sales processes.

Education and Experience:

• Must be at least 21 years of age and eligible to work in the cannabis industry in California.
• Active California cannabis industry sales experience (brand, distributor, or licensed retailer).
• 2+ years of inside sales, B2B sales, or account management experience with a documented record of meeting or exceeding quota.
• Working knowledge of California cannabis compliance (DCC regulations) and dispensary operations.

Preferred:

• Established relationships with dispensary buyers or category managers in California
• Experience in cannabis, CPG, or other high-velocity sales environments
• Familiarity with BDSA, Headset, or similar cannabis analytics platforms
• Experience working in a hybrid sales model with field sales teams.

Physical Requirements:

• Ability to sit and work at a computer for extended periods
• Capable of repetitive hand and arm motions as well as extended periods of typing
• Capable of looking at a screen for extended periods or entire shifts

Work Schedule (Exempt):

This is a full-time, exempt position. The role requires the flexibility to work the hours necessary to meet business needs, which may include extended hours, weekends, and holidays. Work schedules and expectations may be adjusted based on operational priorities and organizational demands.

Allergen Info:

Positions in our production facilities may lead to regular exposure to cannabis plant material, dust, and other potential allergens. Individuals with sensitivity to pollen, molds, or strong odors may experience discomfort. Appropriate personal protective equipment (PPE) is provided and required.

EEOC:

DreamFields is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.

#ENGWC