Sr. Account Manager (SoCal)

Our client ("Company"), a science-based cannabis ingredients producer, is seeking a Sr. Account Manager (SoCal) to be responsible for driving recurring revenue and expanding customer wallet share across Company's product portfolio.

With deep client knowledge and proactive planning, this individual will serve as a strategic advisor to extraction and manufacturing customers.

This role focuses on deepening account value through QBRs, whitespace exploration, and portfolio education—supported by Sales Assistants, Customer Success, and cross-functional partners.

New account acquisition may be opportunistic but is not the core focus of the role. Accounts are assigned based on several factors, including (but not limited to) geographic region, existing relationships, account size, team capacity, and overall business priorities. Assignments may shift over time to best support clients, team balance, and company growth.

*Sr. Account Manager can be located anywhere in Southern California.

General Responsibilities

• Own the quarterly account planning process with a focus on revenue targets, upsell opportunities, QBR prep, and cross-sell initiatives.
• Sets monthly/quarterly revenue retention and expansion targets, including portfolio penetration and upsell conversion.
• Objectives, strengths, weaknesses and opportunities.Attends trade and consumer events, domestically and internationally.
• Analyzes sales data for signs of new trends in product uses and opportunities.
• Develops short and long-term business plans for achieving independent targets/goals.

Salesforce Discipline & Data Ownership

• Logs all sales activities—including calls, meetings, emails, sampling activity, and lead creation—in real time in Salesforce to ensure data accuracy and completeness.
• Delegates the completion of order management or sample processing in Salesforce to Sales Assistants.
• Manages and moves opportunities through each defined pipeline stage in Salesforce with discipline and precision.
• Uses Salesforce dashboards to actively monitor performance metrics, pipeline health, activity trends, and revenue projections.
• Interprets sales data to identify relationship gaps, whitespace opportunities, and pipeline bottlenecks.
• Collaborates cross-functionally to ensure opportunities are aligned with fulfillment, e-commerce processes, and marketing campaigns.

Collaboration

• Partners with Customer Success, Marketing, and Revenue Operations to align campaigns, content, and outreach efforts with pipeline objectives.
• Collaborates closely with Sales Assistants to ensure a consistent, branded experience across the customer lifecycle.
• Provides product and market feedback to Product and Marketing teams to inform future development and go-to-market strategy.
• Contributes to the continuous improvement of sales processes and Salesforce configuration by sharing feedback from day-to-day usage.
• Accrues and maintains deep knowledge of terpenes, cannabinoids, and adjacent markets, including ongoing education on industry trends and applications.
• Account Executives are responsible for initial acquisition and deal closure. Account Managers assume ownership post-onboarding, ensuring long-term growth and satisfaction.