Regional Sales Manager – Northern California
About the role
About Nabis
Nabis is the #1 licensed cannabis wholesale platform in the world, supplying $1B+ worth of cannabis products annually from hundreds of brands to retailers across California, New York, and Nevada. Our mission is to empower the world to discover cannabis by providing choice, access, and innovation. Through modern, scalable infrastructure, our mission is to empower the world to discover cannabis by providing choice, access, and innovation.
We’re at the forefront of this movement, building an innovative, technology-first platform to scale the entire cannabis industry. Backed by Y Combinator and investors, including DoorDash Co-Founder Stanley Tang, NFL Hall of Famer Joe Montana, Gmail creator Paul Buchheit, and Twitch co-founder Justin Kan, Nabis is rapidly expanding across the U.S. with the goal of becoming the largest and most influential cannabis distribution network globally.
Location Eligibility: This role is open to candidates based in the following states: CA, CO, FL, GA, IA, ID, IL, KS, MA, MD, ME, MI, MO, NJ, NV, NY, TN, TX, UT, VA, or WA. Applicants residing outside of these states will not be considered at this time.
About the Role
Nabis is California's leading licensed cannabis distributor, representing a portfolio of premium brands across more than a thousand active dispensary and retail accounts statewide. The Regional Sales Manager – Northern California owns top-line revenue, team performance, and brand execution across Northern California. This is a player-coach leadership role for a sales operator who has built and managed high-performing field teams in cannabis, beverage, CPG, or another regulated, three-tier distribution environment.
The role is responsible for driving aggressive growth across a multi-brand portfolio, building and managing a field rep team, and partnering with brand, ops, and credit to ensure clean execution from order to collection.
Responsibilities
Revenue & Pipeline
- Own the regional number: Deliver against monthly and quarterly revenue quotas for Northern California.
- Forecast accuracy: Submit a weekly rolling 30/60/90-day forecast to the Head of Sales with variance commentary.
- Pipeline coverage: Maintain 3x pipeline coverage relative to monthly quota across the team.
- Multi-brand mix: Hit revenue and case targets across the full Nabis brand portfolio, not just the priority SKU.
Team Leadership
- Coach in the field: Conduct at least one ride-along per rep per week; deliver written coaching notes and develop reps to quota.
- Performance management: Run weekly 1:1s, monthly scorecards, and a formal 30/60/90 evaluation on every new hire. Document and act on underperformance within 60 days.
- Retention: Keep voluntary regrettable rep attrition below 10% annualized.
Territory & Account Management
- Territory design: Build and maintain a written territory plan for each rep with named target accounts, route cadence, and quota.
- Top accounts: Personally own and grow the top 10 accounts in the region; conduct quarterly business reviews with each.
- New business: Drive net-new account acquisition and reactivate dormant accounts in partnership with the inside sales team.
- Field cadence: Ensure every rep is making a minimum of 25 in-person account visits per week with documented call notes in CRM.