Account Executive Mid Atlantic- New York/New Jersey - Remote

Account Executive

Northeast Region

Location - New York / New Jersey (Remote)
Hydrobuilder Holdings (HBH) exists to empower growers to thrive. As one of the largest providers of products, services and technology to the Controlled Environment Agriculture (CEA) industry, we support cultivators across the spectrum

from large commercial facilities to independent growers

helping them improve yields, operate more efficiently and grow sustainably.
Elevated, our commercial division, is a tech-enabled service platform supporting professional cultivators from build-out through harvest with Account Executives, Cultivation Advisors and AI-driven crop insights. Hydrobuilder.com, "The Growers Marketplace," serves smaller growers through a digital platform offering curated products and education. Our integrated AgTech program combines AI, sensor data and lab analytics to deliver actionable insights that improve cultivation performance.
Overview of Position
The Account Executive

Northeast Region is a territory-owning commercial sales professional responsible for building and growing a portfolio of licensed commercial cannabis cultivation accounts across New York and New Jersey. This role is the revenue engine of Elevated's Northeast market entry

activating existing operator relationships, winning new accounts, and serving as the ground-level expert on one of the most rapidly evolving adult-use cannabis markets in the country. The Account Executive operates with the full backing of Elevated's product depth, fulfillment infrastructure, and AgTech service platform to deliver value to operators from Day 1. Success in this role demands cultivation fluency, deep operator relationships, and the ability to match the right product and service solution to each customer's grow style, system configuration, and compliance environment.
Key Responsibilities
Territory Development & Account Management
Own and grow the NY/NJ territory end-to-end: licensed MSOs, independent cultivators, and new licensees all in scope
Manage an active portfolio of commercial cannabis cultivation accounts with regular cadence outreach and on-site engagement
Develop new business through existing Northeast cultivation relationships and targeted outreach to licensed operators in the New York and New Jersey markets
Build and maintain a qualified pipeline

target 510 active accounts within 60 days of hire
Customer Engagement & Facility Consultation
Conduct on-site visits with head growers and cultivation directors to understand programs, system configurations, and supply needs
Recommend the right products for each customer's grow style, substrate selection, IPM program, and Northeast-specific environmental challenges (cold climate, humidity management, seasonal lighting variation)
Serve as a credible cultivation resource

able to speak knowledgeably about indoor and greenhouse production, rockwool and coco media, biological and chemical IPM, and commercial consumables
Represent the brand at regional cannabis industry events, OCM-sanctioned engagements, and relevant trade shows
Fulfillment Coordination & Operations Collaboration
Collaborate with operations and fulfillment teams to ensure accurate, timely order execution for all Northeast accounts
Feed demand signals back to procurement and category management to inform SKU prioritization and inventory planning for the NY/NJ market
Confirm inbound logistics accuracy and escalate any fulfillment or supply issues that risk customer commitments
Pipeline Tracking & CRM Discipline
Maintain an accurate, up-to-date CRM record of all prospect and account activity

contacts, visit notes, pipeline stage, and next actions
Provide regular territory updates including pipeline value, win/loss trends, competitive intelligence, and SKU demand signals
Track ramp progress against 30/60/90-day milestones and provide accurate revenue forecasts
Key Performance Indicators (KPIs)
Accounts in active pipeline by day 60: ? 5 qualified accounts
First fulfilled orders closed by day 90
Monthly new account acquisition rate: ? 2 new accounts per month post-ramp
Portfolio revenue growth quarter-over-quarter: ? 15%
Gross margin per order: prioritize HBX and preferred brand SKUs over commodity alternatives
CRM activity compliance: 100% of visits and interactions logged within 24 hours
Customer retention rate: ? 85% of accounts active on a recurring basis
On-site visit cadence: minimum monthly touchpoint for top-tier accounts
Key Challenges
Building a self-sufficient territory from the ground up in a competitive Northeast market where incumbent relationships with established distributors and regional suppliers are already entrenched
Navigating the complexity of New York's adult-use licensing environment

a market with a high volume of new licensees, shifting OCM regulations, and significant variation in operator scale and sophistication
Operating in an early-entrant capacity without a legacy brand footprint across the NY/NJ market, requiring the AE to lead with cultivation credibility and product knowledge rather than name recognition
Managing a geographically broad territory spanning the full state of New York and New Jersey while maintaining consistent on-site visit cadence and responsive account service
Converting pipeline relationships built on goodwill into formal, contract-backed purchasing commitments within the 6090 day ramp window
Job Knowledge, Skills & Experience
37+ years working in or selling into commercial cannabis cultivation in the Northeast; demonstrated knowledge of New York and New Jersey operator landscapes strongly preferred
Existing relationships with head growers, cultivation directors, or procurement contacts at licensed NY/NJ cultivation operations

this is the highest-weighted qualification
Hands-on cultivation knowledge: substrate selection, IPM programs, environmental controls, and Northeast-specific growing challenges (cold climate management, humidity, supplemental lighting strategies)
Familiarity with product categories including growing media, biological and chemical IPM, fertigation supplies, and commercial cultivation consumables
Proven track record of territory ownership

building, managing, and growing a book of accounts with minimal supervision
Experience with CRM platforms and disciplined sales pipeline management
Based in New York or New Jersey; ability to cover the full NY/NJ operator base required
Self-directed with the ability to operate effectively in a new-market, early-stage territory without extensive internal support infrastructure
Valid driver's license; regular travel to customer sites required

mileage reimbursed
Compensation
Base Salary: $80,000 - $125,000 annually, commensurate with experience and existing book of business
Commission on gross margin

structured to reward selling the right products, not just volume
6090 day ramp period with full base support while accounts are formalized
Mileage reimbursement for customer site travel
Cell phone stipend
Benefits
Comprehensive health, dental, and vision insurance
401(k) plan with company match
Paid time off and holidays
Professional development and training opportunities
Flexible work schedule and remote work options
In addition to the responsibilities listed above, the employee may be asked to perform other duties as assigned by management.