[Remote] Director of Sales- Cannabis Co-Packing

Note: The job is a remote job and is open to candidates in USA. Dove Robotics is a high-growth startup focused on building automated cannabis co-packing and manufacturing infrastructure. The Director of Sales will lead Dove's commercial efforts, converting sophisticated cannabis buyers into long-term co-packing relationships while managing and developing the sales team.

Responsibilities

• Own new commercial targets; close enterprise-scale co-packing relationships across Dove's full buyer spectrum
• Maintain a qualified pipeline sufficient to hit commercial targets with disciplined forecasting
• Build a book across multi-state operators, sophisticated single-state operators, mid-market licensees, and enterprise brand partners; material wins with multi-state operators as proof of enterprise-grade commercial motion
• Defined in partnership with Sales leadership based on business priorities, market opportunity, and individual strengths; evolves as Dove's commercial organization grows
• Rigorous forecasting discipline; transparent pipeline visibility for leadership
• Buyer-role fluency across decision-making, technical, financial, and user stakeholders; develop durable champions
• Lead pricing, volume, SLA, and exclusivity terms with the VP of Operations
• Partner with Operations as a teammate; understand operational reality deeply enough to qualify and sell against it honestly
• Structured feedback to operations on service mix and capacity
• Build and sustain customer relationships post-sale to support retention and expansion over time
• Build and refine the commercial motion so it's repeatable, defensible, and transferable as the team grows
• Directly manage, coach, and develop other sellers on the team. Drive commercial performance through your team, not just through your own book
• Own the implementation of commercial initiatives, playbooks, and operating rhythms. Build the commercial system that lets Dove scale beyond a one-person hunting motion

Skills

• 7+ years B2B enterprise or strategic-account sales with documented multi-stakeholder closures
• Mastery of a formal solution-selling methodology, applied to specific deals
• Closing track record at enterprise-scale ACV
• Negotiation discipline on price pressure without margin cratering
• Management experience — you have managed sellers before, or you have been a senior IC who functionally led a team (trained, coached, set pace). This is not your first time being responsible for another seller's performance
• Financial acumen; builds quantified business cases customers can defend internally
• Process-oriented — builds a commercial motion that is repeatable, defensible, and transferable; does not rely on heroics or personal intuition alone to close deals
• Operations experience — you've held an ops role in a prior life, or you've led commercial motions in close partnership with operations leadership for multiple years. This gives you versatility and commercial-ops fluency that's rare in hunter-only sellers
• Cannabis experience — multi-state cannabis operator wholesale, co-packing, or cannabis-adjacent regulated manufacturing
• Prior role at an F&B co-packer, nutraceutical contract manufacturer, CPG private-label house, or B2B industrial services firm
• Existing relationships across the cannabis buyer spectrum — multi-state operators, single-state operators, mid-market licensees, or cannabis brand partners
• Closing experience against enterprise procurement organizations
• Experience managing or developing other sellers — formal or informal

Company Overview

• Dove Robotics is an automated co-packing solutions company. It was founded in undefined, and is headquartered in Fitchburg, MA, US, with a workforce of 51-200 employees. Its website is https://doverobotics.com.

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