[Hiring] Director of Global Wholesale @PAX Labs

Role Description

The Director of Global Wholesale owns the strategy, performance, and expansion of PAX’s distribution across the U.S. and international markets, with a primary focus on the brand’s device and hemp portfolios. This leader operates at the intersection of strategy, business development, and partner management, defining how PAX shows up across retail, building high-performing distributor networks, and ensuring consistent, premium execution in-market.

You will be responsible for driving revenue growth, margin integrity, and brand standards across a complex, multi-market landscape, while identifying new opportunities to expand distribution, strengthen partnerships, and evolve the channel.

Responsibilities

• Global Wholesale Strategy & Channel Leadership
  • Define and lead PAX’s global wholesale strategy across the U.S. and international markets, aligned to company revenue, margin, and brand goals.
  • Own channel architecture, including distributor selection, territory design, and go-to-market models by region.
  • Prioritize high-growth markets, segments, and opportunities, while establishing pricing, trade terms, and channel policies to protect brand equity and optimize long-term value.
  • Proactively manage omnichannel synergy and mitigate channel conflict between wholesale partners and PAX’s Direct-to-Consumer (DTC) channels.
• Revenue Ownership & Performance Management
  • Own and deliver against wholesale revenue, gross margin, and distribution targets.
  • Develop market-specific KPIs across diverse geographies and partners.
  • Analyze sell-in, sell-through, inventory, and market trends to continuously refine strategy.
  • Drive accountability across distribution partners to meet or exceed objectives.
• Distributor & Key Account Management
  • Build, manage, and evolve relationships with key global distributors, wholesalers, and large retail operators across all markets.
  • Serve as key contact for top partners, influencing at executive and operational levels.
  • Lead joint business planning, forecasting, and performance reviews with partners.
  • Ensure alignment on brand standards, merchandising, education, and retail execution.
• Business Development & Market Expansion
  • Identify and secure new distribution partners, retail accounts, and strategic opportunities.
  • Evaluate new market entry opportunities and recommend expansion strategies.
  • Monitor and navigate the evolving regulatory landscape across different jurisdictions to ensure all wholesale partnerships remain compliant with local laws.
  • Negotiate commercial agreements and structure partnerships to drive scalable growth.
• Retail & In-Market Execution
  • Ensure best-in-class execution across wholesale-driven retail environments, particularly within headshop/smokeshop channels.
  • Partner with distributors and brand partners to deliver strong merchandising, staff education, and consumer experiences.
  • Assess and evolve retail coverage models, including field teams, brand ambassadors, and event/activation strategies.
• Cross-Functional Leadership
  • Partner closely with Marketing to translate the global strategy into effective trade programs.
  • Collaborate with Product, Ops, and Finance on forecasting, planning, & portfolio strategy.
  • Provide insights and partner feedback to inform product development & GTM planning.

Qualifications

• 10+ years of experience in sales, wholesale, or distribution leadership.
• Proven track record of owning and scaling wholesale or distributor-led businesses.
• Deep experience in the headshop, smokeshop, CPG, or adjacent retail channels.
• Strong business development instincts with a history of building high-impact partnerships.
• Demonstrated ability to operate in a fast-moving, ambiguous environment.
• Experience in international markets, with varied regulatory & commercial landscapes.
• Proficiency in leveraging CRM and B2B wholesale platforms to drive data-centric decision-making.
• Excellent analytical skills with the ability to translate data into actionable strategy.
• Strong leadership presence with the ability to influence senior stakeholders.
• Experience building and optimizing distributor networks and go-to-market models.
• Willingness to travel (~25–40%).

Benefits

• In addition to the benefits below, this role has a pay range between $190,000-$225,000 + bonus and equity.
• The pay range represents what we believe, in good faith, this role will pay.
• The final salary offer will be determined based on a variety of factors, including, but not limited to, depth of experience, geographic location, and relevant education/training.

Company Description

At PAX Labs, we strive to enhance people’s lives through exceptional cannabis experiences. Our curated set of pure full-flavor pods and award-winning devices makes enjoying cannabis simple and safe. For more than a decade, we have created next-generation devices that deliver enduring quality and wellness benefits through innovations in design and technology, and remain trusted by millions of consumers nationwide.

We are passionate about increasing well-being and joy through the power of cannabis, and we are committed to advancing opportunity through supporting social justice, access, and equity in the industry.

Our culture is focused on putting the consumer first, making an impact together, and also having fun along the way!