Business Development Representative
About Dutchie
Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.
Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors.
About This Job
As a Business Development Representative on our outbound team, you'll find and open doors with dispensaries that haven't discovered Dutchie yet. You'll build target lists, run sequences, and start conversations that turn into qualified meetings for our Account Executives and Account Managers. To succeed here, you'll need to be curious about the businesses you're prospecting into, resourceful when a first attempt doesn't land, and genuinely energized by the grind of top-of-funnel outbound - the volume, the research, the follow-up.
This role sits on a strong, growing sales team and comes with real coaching and mentorship as you ramp. You'll need to move comfortably across systems and adapt quickly as our outbound motion takes shape - prioritizing the accounts and activities that create the most pipeline. Your success will be rooted in consistent activity, sharp messaging, and a coachable mindset that keeps improving week over week.
What You'll Do…
- Outbound Prospecting: Build and work target account lists across U.S. dispensaries, using state, license status, and market maturity to prioritize who you reach out to and when.
- Multi-Channel Outreach: Run cold and warm outreach across call, email, and social, using the Dutchie Revenue Playbook to deliver consistent, proof-point-driven messaging that resonates with dispensary owners and operators.
- Meeting Generation: Book qualified meetings for Account Executives and Account Managers, and manage a clean handoff so context and momentum aren't lost.
- Pipeline Hygiene: Log activity, disposition, and source data accurately in HubSpot and Salesforce (Legacy and Greenpath), giving leadership reliable visibility into pipeline health.
- Performance & Coaching: Hit weekly and monthly activity and meetings-booked targets, and show up for regular 1:1 coaching and Gong call reviews to keep sharpening your messaging and objection handling.
- Market Intelligence: Share what you're hearing in the field - competitive signals, regional trends, buying triggers - so the team can keep refining how we target and message.
What You Bring
- 1+ years of experience in a sales, BDR/SDR, or outbound prospecting role, preferably within B2B SaaS or tech.
- A track record of hitting activity and pipeline-generation targets in a metrics-driven environment.
- Strong written and verbal communication skills, with the confidence to cold call and the ability to write outreach that doesn't sound templated.
- Comfort working in a CRM (Salesforce, HubSpot, or similar) and following a defined process for logging activity and disposition.
- A coachable, growth-oriented mindset - you want mentorship from a strong team and a path toward Account Executive or Account Management.
- Genuine curiosity about the cannabis retail industry and a willingness to learn the regulatory nuances that shape how dispensaries buy.
- Organizational skills to manage a high volume of accounts and outreach without losing attention to detail.
It’s a Bonus if You…
- Have prior outbound (not just inbound) sales experience and can speak to how you build and prioritize a target account list.
- Have experience with sales engagement/sequencing tools and call intelligence platforms (e.g., Gong).
- Have sold into retail, POS, fintech, or another regulated or vertical SaaS market.
- Have exposure to or interest in the cannabis industry specifically.
You’ll Get…
We are targeting a starting salary of $50,000 - $65,000 based on the intended level for this role.
In addition to cash compensation, our total rewards package includes:
- Full medical benefits including dental and vision plans to ensure you always have the best care.
- Equity packages in the form of stock options to all employees.
- Technology (hardware, software, reading materials, etc..) allowance
- Flexible vacation and sick days
At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.