Field Sales Representative

The Pack Labs; Pittsburgh (Allegheny County); On-site; USD 60,000 - 90,000; Full time

Job summary

The Pack Labs seeks a Regional Sales Representative to drive wholesale revenue across a defined territory, building relationships with dispensaries, vape retailers, and distributors. You will own retail relationships, ensure brand compliance, and scale new product launches in evolving state markets.

In this role, you will manage multi-state accounts, hit revenue targets, and provide field insights to leadership while traveling regularly to in-market locations.

Qualifications

• Minimum of 2 years sales experience in hemp, cannabis, vape, or regulated consumer goods.
• Strong track record of hitting or exceeding revenue targets.
• Experience managing retail accounts and/or distributor relationships.
• High comfort with field-based selling and frequent regional travel.
• Strong communication, negotiation, and relationship-building skills.

Responsibilities

• Own a multi-state or regional territory and drive wholesale revenue growth.
• Prospect, open, and onboard new retail and wholesale accounts.
• Achieve monthly and quarterly sales quotas tied to SKU velocity and distribution expansion.
• Expand product assortment and shelf presence across key accounts.
• Manage relationships with dispensaries, vape shops, smoke shops, and specialty retailers.
• Train retail staff on product lines, effects, positioning, and competitive differentiation.
• Coordinate with distributors on launches, promotions, and retail activations.
• Relay field insights to sales leadership, marketing, and operations teams.

Skills

Sales excellence

Relationship building

Negotiation

Communication

Field-based selling

Tools

HubSpot

Salesforce

Job description

The Pack Labs is redefining the future of hemp-derived products with groundbreaking innovation and an unwavering commitment to excellence. Our mission is simple yet bold: to create exceptional, forward-thinking products that elevate the way people experience hemp-derived cannabinoids. At the heart of our work is a passion for quality and creativity. Every product we develop is designed to set a new benchmark in the industry, combining cutting-edge innovation with an unparalleled focus on the consumer experience. From formulation to production, we push boundaries to deliver products that are as effective as they are enjoyable.

Our in-house brands, Delta Munchies and Imperial Extraction, showcase our drive for innovation. Delta Munchies transforms the hemp-derived cannabinoid experience with products that are as fun as they are revolutionary, while Imperial Extraction raises the bar with premium extracts that exemplify superior quality and craftsmanship.

At The Pack Labs, we don’t just make products - we create game-changing experiences. With a relentless focus on pushing the industry forward, we’re leading the charge in shaping the future of hemp-derived cannabinoids. If you’re looking for bold, innovative products that deliver on every level, you’ve found your pack.

About the Role

The Regional Sales Representative is responsible for driving wholesale revenue growth across a defined territory by building relationships with dispensaries, smoke shops, vape retailers, and distributors. This role is highly execution-focused: you will be in-market regularly, responsible for sell-in, sell-through, and account expansion of multiple high-velocity SKUs. You will act as the face of The Pack Labs in your region—owning retail relationships, ensuring brand compliance, and helping scale new product launches across rapidly evolving state markets.

Responsibilities

Territory Ownership & Revenue Growth

• Own a multi-state or regional territory and drive consistent wholesale revenue growth
• Prospect, open, and onboard new retail and wholesale accounts
• Achieve monthly and quarterly sales quotas tied to SKU velocity and distribution expansion
• Expand product assortment and shelf presence across key accounts

Retail & Account Execution

• Manage relationships with dispensaries, vape shops, smoke shops, and specialty retailers
• Conduct regular in-person visits to drive reorder frequency and account performance
• Ensure strong merchandising execution, pricing alignment, and promotional compliance
• Train retail staff on product lines, effects, positioning, and competitive differentiation
• Work closely with distributor partners to ensure inventory availability and market coverage
• Monitor sell-through, reorder cycles, and inventory health across accounts
• Coordinate with distributors on launches, promotions, and retail activations
• Resolve stocking issues, delivery gaps, and account friction points quickly
• Identify new retail opportunities and underserved territories
• Provide feedback on competitive products, pricing trends, and consumer behavior
• Support rollout of new SKUs and product innovations
• Relay field insights to sales leadership, marketing, and operations teams

CRM, Forecasting & Reporting

• Maintain accurate pipeline and account data in CRM (HubSpot or similar)
• Track daily activity, account performance, and reorder cycles
• Provide weekly territory updates and forward-looking forecasts
• Support data-driven decision-making for inventory and production planning

Qualifications

Required

• Minimum of 2-years sales experience in, hemp, cannabis, vape, or regulated consumer goods industry.
• Strong track record of hitting or exceeding revenue targets.
• Experience managing retail accounts and/or distributor relationships.
• High comfort with field-based selling and frequent regional travel.
• Strong communication, negotiation, and relationship-building skills.

Preferred

• Existing relationships in cannabis/hemp retail or distributor networks
• Background in high-SKU, fast-turn consumer products (vape, alcohol, nicotine, supplements, etc.)
• Experience working with HubSpot, Salesforce, or similar CRM systems
• Familiarity with cannabinoid product categories (THC, THCA, Delta variants, CBD)
• Understanding of state-by-state cannabis/hemp compliance environments