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About this Role
The BDR builds top-of-funnel pipeline by proactively reaching licensed U.S. dispensaries by phone, email, LinkedIn, and any other channel that works. You'll connect with dispensary decision-makers, qualify their interest, and book discovery calls for an AE or AM to hold. You'll also own the rework of stale inbound leads, re-engaging them with a full outbound motion as part of your active account list. This is an outbound-driven, account-based role covering the entire U.S. rather than a fixed metro or region.
Department: Sales – Business Development
Reports To: Sales Manager, Business Development
Location: Remote
Career Path: SDR → BDR → AE/AM
What You’ll Do
Book qualified discovery calls with an AE or AM by reaching dispensary decision-makers nationwide, and hand off each meeting with complete context and documentation.
Make at least 50 outbound calls per day while running multiple Gong sequences (multi-touch call and email cadences) in parallel.
Research, segment, and prioritize target accounts from the full universe of non- Dutchie licensed dispensaries, following the outreach priorities set by sales leadership (e.g., a seasonal push, a product launch, or a shift in business priorities).
Qualify prospects using MEDDPICC and Dutchie 's 4-Part Framework (Why Change / Why Dutchie / Why Now / Who Can Make It Happen) before booking a discovery call.
Keep activity logs, call notes, and opportunity records accurate and current in Salesforce.
Stay current on Dutchie 's product suite, the competitive landscape, and objection-handling techniques to improve outbound conversion.
Attend required B2B events and trade shows, and make in-market dispensary visits, to build new connections with prospect accounts.
What You Bring
1+ years of experience in outbound sales, cold calling, or business development (SaaS experience preferred).
Strong phone-based selling skills, resilience, and objection-handling ability.
Comfort running a true multi-channel motion (calls, email sequencing, and social outreach), not phone-only.
Proficiency with Salesforce and Gong, including managing multiple simultaneous outbound sequences.
Comfort working in a high-volume, metrics-driven environment (50+ calls per day) without a fixed territory or static book of accounts. Priorities shift with campaigns and business needs.
Strong research skills for identifying and prioritizing decision-makers at target accounts.
It's a Bonus If You
Have prior experience selling into cannabis retail, POS, or e-commerce platforms.
Have experience partnering directly with quota-carrying Account Executives and Account Managers.
You’ll Get
We are targeting a starting base salary of $65,000 - $75,000, depending on experience and the intended level for this role. On-target earnings (OTE) are $105,000, which includes variable compensation
