Business Development Representative (East Coast)

ACTIVE is a company focused on providing innovative solutions in the cannabis industry. They are seeking a Business Development Representative for the East Coast to identify, engage, and close new accounts, primarily through prospecting and building relationships.

Responsibilities:

• Identify and research target accounts: cannabis brands and operators that fit ACTIVE’s ideal customer profile
• Build and maintain a healthy pipeline through inbound leads, cold outreach, networking, trade show activity, and referrals
• Develop and personalize outreach sequences (calls, emails, LinkedIn, socials) to engage key decision-makers
• Develop deep expertise in your territory — stay sharp on market trends, competitor activity, regulatory changes, and industry news to prospect with context and engage prospects as a knowledgeable industry peer, not just a vendor
• Actively capture and report prospect feedback, market signals, and emerging hardware trends to the Director of New Business, ensuring the product and leadership teams stay ahead of what the market is asking for
• Run disciplined discovery calls to understand prospect needs, volume expectations, customization requirements, and buying process
• Present ACTIVE’s product portfolio, technology, and customization capabilities persuasively and accurately
• Navigate multi-stakeholder deals involving procurement, operations, and executive leadership
• Manage deals from first contact through signed agreement, working closely with the Director of New Business on complex opportunities
• Maintain a clean, accurate pipeline at all times: deal stages, contact records, and next steps current
• Log all prospect interactions the same day: calls, emails, meetings, and presentations
• Update deal progression in real time; flag stalled deals or risks proactively to the Director of New Business
• Prepare complete handoff documentation in the CRM before any account transfers to Account Management: full contact details, deal terms, commitments made, onboarding requirements, and known account context
• Participate in the handoff call with the assigned AM to ensure a warm, professional transition for the partner
• Once the handoff is complete, account ownership belongs fully to the AM. Maintain a clean break so the relationship can develop without confusion
• Represent ACTIVE at trade shows, industry events, and cannabis conferences as directed
• Travel as needed for key prospect meetings and on-site visits

Requirements:

• 2+ years of B2B sales experience
• Knowledge of cannabis, vape, and extraction markets required
• Proven track record of prospecting and closing new business
• Highly self-motivated and comfortable in an outbound, activity-driven environment
• CRM proficiency; experience with pipeline management and reporting
• Willingness and ability to travel
• cannabis industry experience strongly preferred