Director Wholesale, Canada

OpenKrill; United States; Remote; USD 60,000 - 71,000; Full time

Benefits offered by this job

Gas reimbursement

Equity potential

Accelerator program access

Bonus up to 50% of base

Job summary

PAX Labs seeks an experienced Director Wholesale, Canada to lead and expand wholesale revenue across Canada. You will own the full account lifecycle from prospecting to contract negotiation, driving growth with distributors, LPs, and retail chains while ensuring inventory velocity and sell-through.

Based remotely in Canada, this exempt role reports to the VP, Wholesale and requires strong experience growing cannabis consumables sales, with a data-driven, relationship-focused approach and 35%+

Qualifications

• 5–8+ years of proven B2B sales or key account management experience in CPG, consumer electronics, vape/cannabis hardware, or lifestyle products.
• Proven experience growing cannabis consumables sales, including closed system offerings, alongside devices and accessories.
• Experience leading a national sales channel and navigating provincial market differences and routes to market.
• Deep familiarity with Canadian wholesale B2B business and distribution channels, including smoke shops, dispensaries, LPs, and regional chains.
• Demonstrated history of meeting or exceeding multi-million-dollar sales targets, scaling wholesale accounts, and expanding Canadian accounts.
• A data-driven mindset with proficiency in sell-through analysis, pipeline management, sales forecasting, and execution.
• Exceptional interpersonal, presentation, and contract negotiation skills.
• Proficiency in CRM software, ERP systems, and standard business suites, including Google Workspace, Excel, and PowerPoint.
• Ability and willingness to travel at least 35% of the time for client visits, trade shows, and industry events.

Responsibilities

• Drive Wholesale Growth by executing Canada strategy, with Ontario focus and provincial expansion.
• Grow consumables revenue via brand partnerships, distributors, and partner sell-through; exceed quotas.
• Navigate provincial approvals for expansion into new provinces.
• Own and exceed quarterly and annual wholesale sales targets and revenue goals.
• Lead sales strategy to meet revenue, margin, and new direct door targets.
• Identify, prospect, and close new wholesale accounts including distributors, LPs, and multi-unit retailers.
• Grow sales of closed system offerings with existing brand partners.
• Expand ERA business by adding new brand partners across provinces.

Skills

B2B sales

Key account management

CPG / cannabis

Channel leadership

CRM software

ERP systems

Google Workspace

Excel

PowerPoint

Travel

Tools

CRM software

ERP systems

Google Workspace

Excel

PowerPoint

Job description

About PAX

PAX is a leading global cannabis brand redefining how people experience the plant through thoughtful design, innovative technology, and a commitment to quality. For nearly two decades, PAX has crafted products that make cannabis simpler, more enjoyable, and more accessible, earning the trust of millions of consumers around the world.

Recognized by The New York Times’ Wirecutter, TIME, Fast Company, GQ, Gear Patrol, and more, PAX has built a brand at the intersection of cannabis, design, technology, and culture. We’re driven by the belief that cannabis can make life better, and that innovation can unlock its benefits in ways that set a higher standard for the category. Beyond our products, PAX is committed to moving the industry forward through advocacy, responsible access, social impact, and sustainability.

The Opportunity

PAX is seeking an experienced, growth-driven Director Wholesale, Canada to serve as our country manager and lead and expand our B2B wholesale revenue across Canada. This person will drive wholesale sales strategy, secure high-volume accounts, and build strong relationships with distributors, licensed producers (LPs), and retail chains.

You will own the full account lifecycle, from prospecting and contract negotiation to inventory velocity and in-store sell-through, helping PAX maintain its market-leading position across the country. The ideal candidate brings a strong track record of growing sales across Canadian market segments and channels, expanding existing accounts, adding new direct B2B and brand partners, selling closed system offerings, and meeting or exceeding revenue targets while representing PAX across Canada.

This is a full-time, exempt role within Commercial - Global Wholesale, based remotely in Canada and reporting to the VP, Wholesale.

ROLE AND RESPONSIBILITIES

Drive Wholesale Growth

• Build and execute Canada's wholesale growth strategy, with an immediate focus on Ontario and expansion into additional provinces.
• Grow consumables revenue within existing provincial markets through brand partnerships, distributor relationships, and partner sell-through.
• Navigate provincial approval processes for consumables to enable expansion into additional provinces.
• Own and exceed quarterly and annual wholesale sales quotas across Canada.
• Lead sales strategy to meet revenue, margin, and new direct door targets.
• Identify, prospect, and secure new strategic wholesale accounts, including authorized distributors, LPs, multi-unit retail chains, and smoke/lifestyle shops.
• Work with the existing brand partner to grow sales of our closed system offerings.
• Expand PAX’s ERA business by adding new brand partners in different provinces.

Build Strategic Partnerships

• Build long-term, high-trust relationships with key buyers, purchasing leads, and executive decision-makers.
• Manage relationships with key distributors, major retail accounts, and LPs.
• Conduct regular business reviews with key partners to review sales data, revenue, and inventory forecasts.
• Expand product assortments within existing accounts by cross-selling across the full PAX portfolio of devices and accessories.
• Structure, negotiate, and close commercial agreements, volume discounts, and payment terms aligned with company margin guidelines.

Activate the Partner Network

• Attend trade shows, demos, pop-ups, training sessions, and industry events to educate partners and promote PAX products.
• Conduct virtual and in-person product training for retail buyers, sales staff, and budtenders to build brand advocacy and product knowledge.
• Lead rollouts of new device generations, colorways, and accessories across your wholesale partner network.

Drive Sales Planning and Execution

• Partner with Supply Chain and Operations to provide accurate monthly and quarterly sales forecasts, ensuring inventory availability and preventing stockouts.
• Maintain clean account data, lead tracking, and deal stages within company-provided platforms.
• Monitor competitive trends, retail pricing, regulatory developments, and market opportunities to inform Canadian go-to-market strategies.

Lead and Collaborate

• Manage, mentor, and potentially expand the Canadian Wholesale team.
• Work cross-functionally with colleagues to ensure success.

QUALIFICATIONS

• 5–8+ years of proven B2B sales or key account management experience in CPG, consumer electronics, vape/cannabis hardware, closed system offerings, or lifestyle consumer products.
• Proven experience growing cannabis consumables sales, including closed system offerings, alongside devices and accessories.
• Experience leading a national sales channel and navigating provincial market differences and routes to market.
• Deep familiarity with Canadian wholesale B2B business and distribution channels, including smoke shops, dispensaries, LPs, and regional chains.
• Demonstrated history of meeting or exceeding multi-million-dollar sales targets, scaling wholesale accounts, and expanding Canadian accounts.
• A data-driven mindset with proficiency in sell-through analysis, pipeline management, sales forecasting, and execution.
• Exceptional interpersonal, presentation, and contract negotiation skills.
• Proficiency in CRM software, ERP systems, and standard business suites, including Google Workspace, Excel, and PowerPoint.
• Ability and willingness to travel at least 35% of the time for client visits, trade shows, and industry events.

Compensation

This role has a base salary range of CAD $85,000–$100,000, plus a variable bonus of up to 50% of base salary, 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.

PAX Labs, Inc. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment is decided on the basis of qualifications, merit, and business need. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive other benefits and privileges of employment. Please contact us to request accommodation.