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 objec