About Nabis

Nabis is the #1 licensed cannabis wholesale platform in the world, supplying $1B+ worth of cannabis products annually from hundreds of brands to retailers across California, New York, and Nevada. Our mission is to empower the world to discover cannabis by providing choice, access, and innovation.

We are building a technology-first, national infrastructure platform that enables cannabis commerce to scale with efficiency, transparency, and trust. Nabis sits at the intersection of logistics, software, financial services, and data—providing the foundational rails that brands and retailers rely on to operate and grow across markets.

Backed by Y Combinator and supported by a roster of leading technologists and investors—including DoorDash co-founder Stanley Tang, NFL Hall of Famer Joe Montana, Gmail creator Paul Buchheit, and Twitch co-founder Justin Kan—Nabis is redefining how cannabis moves, sells, and scales. Our long-term vision is to become the foundational infrastructure layer for cannabis commerce nationwide and the largest distributor of cannabis products in the world.

The Role

Nabis is seeking a Vice President of Sales to help architect, operate, and scale our next-generation commercial engine as we transition from a high-performing operator into a national infrastructure platform.

This is not a traditional sales leadership role. The VP of Sales will be responsible for building a technology-driven, data-informed, and economically disciplined sales system where software, workflows, and intelligence are the primary growth levers—and human sales teams are deployed selectively where they create the most leverage.

Reporting directly to the President, this role will partner closely with Product, Data, Operations, Finance, and Marketplace leadership to ensure sales reinforces platform adoption, margin expansion, and scalable national growth.

What Success Looks Like

The VP of Sales will help Nabis evolve sales from a collection of functions into a cohesive revenue system that:

• Drives GMV growth while expanding contribution margin
• Accelerates adoption of Marketplace, VMI, financial products, and enterprise workflows
• Scales across new states without linear headcount growth
• Positions Nabis as the default infrastructure partner—not just a distributor

Responsibilities

Revenue Strategy & Architecture

• Own and evolve the end-to-end sales strategy across:
• Centralized Selling Systems and Teams
• Key Account Sales (KASM)
• Retail Account Managers
• Sales Enablement Across the Broader Organization
• Field Sales
• Translate company growth goals into clear commercial priorities and execution plans
• Design sales motions that scale through technology, automation, and platform leverage

Sales as an Adjunct to Technology

• Ensure sales efforts reinforce adoption of:
• Marketplace ordering
• VMI / auto-replenishment
• Enterprise integrations and workflows
• Data and analytics tools
• Partner with Product and Data to embed Data → Insights → Intelligence into the sales motion
• Reduce reliance on manual selling by operationalizing automation, workflows, and AI-driven recommendations

Enterprise & Strategic Account Leadership

• Own strategy for enterprise and multi-state accounts
• Structure and negotiate regional and national commercial agreements
• Ensure consistent execution across markets while preserving local nuance
• Serve as a senior executive presence for top brands and retail partners

Commercial Discipline & Unit Economics

• Lead sales with a strong P&L and unit economics mindset
• Drive growth while protecting:
• Contribution margin
• DSOs and credit quality
• Operational capacity and service levels
• Partner with Finance and Operations to ensure sales behavior improves—not degrades—economic performance

Team Design, Incentives & Enablement

• Design lean, high-leverage sales org structures that scale with technology, not headcount
• Build compensation and incentive plans that reward:
• Platform adoption
• Multi-service penetration
• Long-term customer value
• Develop future sales leaders with strong analytical and cross-functional capability

What This Role Is Not

• This is not a “hire reps and set quotas” role
• While that is part of the role it is not the only objective
• This is not a pure field sales leadership position
• This is not a brand-side sales function divorced from operations and finance

Candidates who rely on headcount growth, intuition over data, or hero-driven selling will not succeed in this role.

Qualifications

• 10–15+ years of experience in sales or revenue leadership roles
• Proven experience building and scaling sales organizations in:
• Infrastructure
• Logistics
• Marketplaces
• Regulated or operationally complex industries (e.g., alcohol, healthcare, fintech, supply chain, cannabis)
• Demonstrated success scaling revenue without linear headcount growth
• Strong understanding of unit economics, margin management, and forecasting
• Experience operating at the intersection of Sales, Product, and Operations
• Data-driven decision-maker with strong analytical instincts
• Executive-level communication skills with credibility across functions
• Comfortable operating in ambiguity and building from first principles
• Prior experience in cannabis or highly regulated industries is a plus (Alcohol, CPG, Cannabis, Etc.)

Leadership Attributes

• Executive presence with the ability to build trust across brands, retailers, and internal teams
• Proven ability to lead and align diverse personalities, working styles, and incentives toward shared outcomes
• Strong judgment and emotional intelligence, particularly in high-stakes, ambiguous, or fast-changing situations
• Disciplined, pragmatic, and execution-oriented
• Charismatic in a grounded, credible way—able to influence and inspire without theatrics
• Systems thinker who values workflows over heroics
• Low ego, high ownership leadership style
• Proven ability to lead and align diverse personalities, working styles, and incentives toward shared outcomes
• Deep respect for operational excellence and cross-functional collaboration
• Comfortable letting technology—not headcount—do the heavy lifting
  
  

Why This Role Matters

Nabis has built the infrastructure, validated the economics, and proven the model. The next phase is about owning the market.

The VP of Sales will play a critical role in ensuring sales becomes a durable competitive advantage—one that compounds with technology, scales nationally, and supports Nabis’ path to $500M+ in revenue and beyond.

WHY YOU'LL LOVE WORKING AT NABIS!

• You'll work at the fastest growing cannabis startup in the U.S. and architect the future of the cannabis industry’s technological infrastructure
• Competitive salary and equity packages.
• Base Salary starting at $200,000 + Bonus
• Additional compensation: Equity available, but dependent on experience level
• Medical/Dental/Vision offered to all full-time employees: 75% of employee premium paid by Nabis.
• 401(k) plan with a match.

Nabis is an Equal Opportunity Employer

Nabis is seeking to create a diverse work environment because all teams are stronger with different perspectives and life experiences. We strongly encourage women, people of color, LGBTQIA individuals, people with disabilities, members of ethnic minorities, foreign-born residents, older members of society, and others from minority groups and diverse backgrounds to apply. We do not discriminate on the basis of race, gender, religion, color, national origin, sexual orientation, age, marital status, veteran status, or disability status. All employees and contractors of Nabis are responsible for maintaining a work culture free from discrimination and harassment by treating others with kindness and respect.