Head of Sales

Company Overview 

At Glass Meadows, Inc., our goal is to cultivate the highest quality cannabis products that provide safe, effective and consistent experiences for our customers. We are committed to sustainable and responsible cultivation and manufacturing practices, utilizing the latest technology and innovation to produce premium cannabis while minimizing environmental impact. We are a young company that is setting our roots in Newton, New Jersey and are looking for high quality individuals looking to be on the ground floor of this growing business and industry.  

We’re looking for a strategic and driven Head of Sales to lead the continued expansion of our standout cannabis brands across New Jersey. In this key role, you’ll shape and execute our statewide sales strategy — driving revenue growth, deepening wholesale partnerships and maximizing market presence. 

You’ll oversee and develop a high-performing sales team, strengthen key account relationships and collaborate across functions to ensure sales initiatives align with overall business goals. If you're a results-oriented leader with a strong track record in scaling sales operations, building strategic partnerships and growing high-impact teams, we’d be excited to connect. 

Role Summary   

The Head of Sales is an impact player responsible for driving financial growth, market expansion and the long-term viability of the business through direct sales activities and strategic execution. This role goes beyond oversight — the Head of Sales actively manages high-value accounts, leads critical negotiations and implements strategies that enhance revenue and profitability. This role drives company-wide sales performance and financial outcomes through strategic account management, process optimization and collaboration across departments. This role will lead high-value opportunities, close deals, strengthen wholesale and retail relationships and ensure all activities meet regulatory standards and business objectives in the regulated cannabis market. 

Key Responsibilities 

Operational & Strategic Leadership 

• Oversee and directly engage in critical sales activities to ensure successful execution of key accounts and revenue-driving initiatives. 
•  Refine and optimize sales processes to drive efficiency, revenue growth and profitability. 
• Own and execute strategies to achieve aggressive revenue goals and financial solvency. 
•  Analyze sales data and trends to identify high-growth opportunities and mitigate risks. 

Team Development & Performance 

• Lead, mentor and inspire Sales Account Representatives to exceed sales targets through hands-on guidance. 
• Deliver strategic coaching and structured development plans to elevate team performance. 
• Foster a high-performance, results-oriented culture with accountability and continuous improvement. 

Strategic Growth & Market Direction 

• Develop and execute high-impact sales strategies aligned with profitability targets, long-term growth and market positioning goals. 
• Identify and capitalize on opportunities to expand market share in a competitive, regulated industry. 
• Lead high-stakes negotiations and close key deals to accelerate revenue growth and strengthen market position. 
• Incorporate competitive intelligence and market analysis to anticipate industry shifts and stay ahead of competitors. 

Key Account & Customer Relationship Management 

• Cultivate and strengthen long-term relationships with high-value clients and strategic partners to support sustained growth and reliable payment activity. 
• Ensure exceptional client experience, satisfaction and retention through proactive communication and support. 
• Serve as the executive-level point of contact for resolving complex client needs and driving partnership success. 

Business Development & Market Expansion

• Secure new wholesale partnerships, retail relationships and emerging business opportunities.
• Lead market expansion initiatives by developing high-impact, long-term partnerships.
• Identify and capitalize on untapped markets to accelerate growth and visibility.

Sales Forecasting & Financial Impact

• Analyze sales data, pricing and margin strategies to optimize revenue and profitability.
• Deliver actionable financial forecasts and reports to executive leadership.
• Use data insights to drive territory performance and team strategies.

Cross-Functional Collaboration

• Collaborate with marketing, operations and finance to align all sales strategies with business priorities.
• Integrate sales strategies with overall growth and profitability objectives.
• Lead sales strategies supporting high-visibility campaigns, product launches and wholesale initiatives.

Budget & Resource Management

• Own sales budgets and allocate resources strategically to maximize ROI.
• Perfect staffing, CRM tools and technology to support scalable success.
• Identify efficiencies that strengthen margins without sacrificing performance.

Key Metrics & Communication

• Deliver concise, data-driven insights and performance reports to the COO and senior leadership team.
• Translate key sales metrics into actionable strategies that support company-wide decision-making.
• Provide forward-looking analyses and recommendations to ensure sales activities align with financial and growth objectives.

Compliance & Regulatory Alignment

• Ensure all sales activities strictly adhere to New Jersey Cannabis Regulatory Commission (NJ CRC) requirements and fair-trade practices.
• Oversee team compliance with all state and local regulations, including advertising and promotional restrictions.
• Implement internal checks and training to maintain the highest standards of ethical sales conduct.

Industry Insight & Market Intelligence

• Continuously analyze market trends, competitor strategies and customer behaviors to identify growth opportunities and risks.
• Conduct in-depth market analysis and competitor benchmarking to shape pricing, product positioning and sales strategies.
• Leverage advanced analytics, automation tools and data-driven insights to align sales strategies with real-time market dynamics.
• Stay ahead of industry advancements, tools and best practices to enhance sales outcomes, team performance and market visibility.

Qualifications

• 7+ years of progressive sales leadership experience, with a proven record of closing high-value deals and driving revenue growth (cannabis or regulated industries preferred).
• Expertise in advanced sales strategies, pricing models and complex contract negotiations.
• Strong understanding of sales and wholesale agreement practices within regulated industries, including compliance-driven wholesale agreement activity, advertising, promotional standards and brand representation.
• Proven ability to leverage sales channels — menu pricing, ordering platforms, trade promotions, digital platforms, print collateral and social media — while maintaining strict compliance with state/municipality cannabis regulations.
• Proven expertise in CRM platforms, sales analytics tools and pipeline management software, with the ability to leverage data and performance metrics to drive informed decisions and optimize sales outcomes.
• Collaborative mindset with experience partnering closely with marketing and operations teams to align sales initiatives with overall brand strategy and company goals.
• Consistent record of exceeding sales targets and driving team performance in competitive markets.
• Exceptional organizational, communication, negotiation and presentation skills, with the ability to influence at all levels.
• Demonstrated success in business development, market expansion and strategic forecasting.
• Commitment to operational excellence, regulatory compliance and quality-driven sales practices.
• Strong analytical and data interpretation skills, with the ability to translate metrics into actionable strategies.

Expectations

• Own and drive revenue growth initiatives, ensuring sales strategies directly support financial stability and profitability.
• Actively lead high-value negotiations and close key deals while guiding team performance.
• Set and maintain lofty standards for compliance, ethical sales practices and regulatory alignment.
• Operate as both a strategist and executor — balancing long-term vision with day-to-day sales leadership.
• Foster a culture of accountability, innovation and continuous improvement within the sales organization.
• Monitor timely payments and healthy receivables by reinforcing clear communication, consistent follow-up and alignment on account terms.
• Utilize data insights, automation and AI tools to optimize sales pipelines and forecasting accuracy.
• Collaborate with executives and cross-functional leaders to ensure sales strategies align with company-wide growth objectives.
• Leverage AI and automation initiatives to enhance sales processes, forecasting accuracy and operational efficiency.
• Demonstrate strong product expertise and maintain a deep understanding of evolving industry trends to drive competitive advantage.
• Excel in a fast-paced, collaborative environment while effectively adapting to shifting priorities.
• Uphold the highest standards of integrity, professionalism and mutual respect in all interactions — including negotiations, partnerships and competitor relationships.
• Demonstrate unwavering commitment to the company’s mission, values and long-term goals.
• Champion continuous improvement and drive innovation to elevate sales strategies and team performance.
• Maintain a strong enthusiasm for the company’s product line while staying well-informed on evolving industry trends and market dynamics.
• Travel as needed to support major accounts, build wholesale partnerships and oversee retail visibility.
• Represent the company as a trusted partner and brand ambassador key representative in the New Jersey cannabis market.
• Comply with NJ CRC requirements, including background checks, fingerprinting and ID badging clearance.

Benefits

Health Insurance, 401(k), Holidays, NJ Sick Leave & Paid Time Off (PTO)

Equal Employment Opportunity (EEO) Employer

Glass Meadows Inc. provides equal employment opportunities to all qualified individuals without regard to race, color, religion, sex, gender identity, sexual orientation, pregnancy, age, national origin, physical or mental disability, military or veteran status, genetic information, or any other protected classification. Equal employment opportunity includes, but is not limited to, hiring, training, promotion, demotion, transfer, leaves of absence and termination. Glass Meadows Inc. takes allegations of discrimination, harassment and retaliation seriously and will promptly investigate when such behavior is reported.