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 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

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.