[Hiring] Wholesale Account Manager @PAX Labs

Role Description

The Wholesale Account Manager, Canada is an experienced, growth-driven account manager that leads and expands PAX’s B2B wholesale revenue across Canada. The Wholesale Account Manager is responsible for driving wholesale sales strategy, securing high-volume accounts, and building strong relationships with distributors, LPs, and retail chains. You will own the full account lifecycle from prospecting and contract negotiation to inventory velocity and in-store sell-through, ensuring PAX maintains its market-leading position across the entire country. The ideal candidate possesses a strong track record of growing sales and revenue across the Canadian market segments and sales channels.

Responsibilities

• Revenue Generation & Territory Expansion
  • Drive Wholesale Growth: Own and exceed quarterly and annual wholesale sales quotas across Canada. Lead sales strategy to ensure revenue, margin, and new direct door targets are met.
  • New Business Development: Identify, prospect, and secure new strategic wholesale accounts, including authorized distributors, LPs, multi-unit retail chains, and smoke/lifestyle shops.
  • Brand Partner Support: Work with existing brand partner to drive and increase sales of our closed system offerings.
• Key Account Management & Relationship Building
  • Strategic Partnerships: Build long-term, high-trust relationships with key buyers, purchasing leads, and executive decision-makers at target accounts. Manage relationships with key distributors, major retail accounts, and LPs. Conduct regular business reviews with key partners to review sales data, revenue, and inventory forecasting.
  • Maximize Account Value: Expand product assortments within existing accounts by cross-selling across the full PAX portfolio (devices and accessories).
  • Contracting & Terms: Structure, negotiate, and close commercial agreements, volume discounts, and payment terms aligned with company margin guidelines.
• Trade Shows/Events, Training & Trade Execution
  • Trade Shows/Events: Attend trade shows, demos, pop-ups, trainings, and industry events to educate and promote PAX products.
  • Retailer & Budtender Activation: Conduct virtual and in-person product training sessions for retail buyers, sales staff, and budtenders to foster brand advocacy and product knowledge.
  • Product Launches: Lead rollouts of new device generations, colorways, and accessories across your wholesale partner network.
• Forecasting & Sales Operations
  • Demand Planning & Forecasting: Partner with Supply Chain and Operations to provide accurate monthly/quarterly sales forecasts to ensure inventory availability and prevent stockouts.
  • CRM & Pipeline Management: Maintain clean account data, lead tracking, and deal stages within company provided platforms.
  • Market Intelligence: Monitor competitive trends, retail pricing, regulatory developments, and market opportunities to inform Canadian go-to-market strategies.
• Sales Leadership
  • Manage, mentor, and potentially expand the Canadian Wholesale team. Work cross-functionally with co-workers to ensure success.

Qualifications

• Experience: 5–8+ years of proven B2B sales or key account management experience in CPG, consumer electronics, vape/cannabis hardware, or lifestyle consumer products.
• Industry Knowledge: Deep familiarity with Canadian wholesale B2B business and distribution channels (smoke shops, dispensaries, LPs, regional chains).
• Proven Track Record: Demonstrated history of meeting or exceeding multi-million-dollar sales targets, scaling wholesale accounts, and Canadian account expansion.
• Analytical Skills: Data driven mindset with proficiency in sell through analysis, pipeline management, and sales forecasting and execution.
• Communication & Negotiation: Exceptional interpersonal, presentation, and contract negotiation skills.
• Tools: Proficiency in CRM software, ERP systems, and standard business suites (Google Workspace, Excel, PowerPoint).
• Travel: Ability and willingness to travel 35%+ for client visits, trade shows, and industry events.

Compensation

• This role has a base salary range of CAD $70,000–$85,000, a variable bonus of CAD $25,000, and on-target earnings (OTE) of CAD $95,000–$115,000, plus company equity and access to an accelerator program for overperformance.
• PAX also provides gas reimbursement.
• This pay range represents what we believe, in good faith, this role will pay. Final compensation will depend on several factors, including years and depth of experience, level, and location of the employee.
• In addition, this role is eligible for participation in an accelerator program, which provides the opportunity to earn additional variable compensation for performance above target.