Head of Retail
Job Title Copy URL

locations SF LA
user level Senior Expert
type activity Full Time
posted 11/1/23

About Nabis

Nabis is a Series B stage licensed cannabis wholesale marketplace and distributor with the largest portfolio of cannabis brands, supplying over 100 brands to 99% of California’s dispensaries and delivery services. We are the fastest-growing wholesale platform supporting the booming cannabis industry, one of the largest and most rapidly scaling industries in the world today. Our mission is to empower the world to discover cannabis by providing choice, access, and innovation.

Our team, backed by Y Combinator and a celebrity roster of tech executives, including Doordash cofounder Stanley Tang, Gmail creator Paul Buchheit and Twitch cofounder Justin Kan, is scaling the cannabis supply chain with technology with the ultimate goal of becoming the largest distributor of cannabis products in the world.


The Role
Nabis is experiencing rapid growth and currently seeks a relationship-oriented, results-driven leader to spearhead the development and expansion of its retail management vertical.
As the Head of Retail, you will report directly to the VP of Revenue and assume responsibility for driving the strategy, implementation, and growth of retail account management and marketplace expansion at Nabis. Collaboration will be a key aspect of this role, as you work closely with business development, operations, technology, and customer service teams to align strategic and programmatic objectives with day-to-day activities, all aimed at propelling Nabis' retail-focused initiatives.
This presents a unique opportunity to be at the forefront of developing and expanding a core business segment from the ground up, exerting a profound influence on the success of a rapidly growing startup. Your role will involve building, leading, and mentoring a cross-functional team, adopting a 'Player-Coach' approach to drive revenue growth and profitability in the category. Simultaneously, you will be instrumental in operationalizing our marketplace offering's go-to-market and growth strategies. Notably, the position involves direct client interaction, providing expert guidance to our esteemed Tier 1 Retailer/Brand clients.
The ideal candidate for this role should embody a strong work ethic, possess excellent communication skills, and demonstrate expertise in retail account management, as well as a deep understanding of digital marketplace dynamics. Your data-driven approach will enable you to navigate ambiguity and transform obstacles into growth opportunities. You take full ownership of initiatives, proactively seeking out and capitalizing on new prospects to drive success.



  • Build, manage, and maintain the retail account management & marketplace growth strategy
  • Build, manage, and coach a cross-functional team including regular 1:1s, feedback in the moment, and participation in OKR/KPI setting
  • Design and implement the Retail Partnerships standard processes, tools, and playbooks to enable scalable growth of brands, retailers, and the Nabis Marketplace
  • Lead and assist the team on how to communicate any challenges during the client relationship
  • Intake customer opportunities and challenges, structure problem statements and solutions to resolve challenges or capture opportunities while understanding when to escalate or partner cross-functionally
  • Own top-line revenue goals for your category, identifying opportunities for growth and operationalizing them in order to set and hit ambitious goals for marketplace and same store sales growth across wholesale GMV as well as marketing spend; this includes providing strategy and direction across dotted line functions 
  • Partner with senior client stakeholders on merchandising, marketing, and executive teams at category-leading brands and retailers 
  • Build category expertise in order to understand the category trends, insights, and goals across retailers, brands, suppliers, and customers
  • Partner cross-functionally with Nabis's product/engineering team to ensure customer’s needs are known and prioritized to drive the development of best-in-class solutions 
  • Ensure compliance with all Federal and State law regulations
  • Partner with the VP of Revenue & COO on annual and bi-annual OKR & KPI setting
  • Work to implement a CRM tool strategy organizational wide in partnership with the operations and customer service team
  • Multiple-location and time zone management, travel is required
  • Foster Nabis’ culture in your daily functions



  • Experience in any of the following is preferred: Retail account management, Digital/Performance Marketing Customer Success, high-growth tech startup, e-commerce account management/growth, SaaS
  • Excellent analytical skills, specifically in Excel, SQL experience is a bonus
  • A proven track record of managing complex projects from start to finish
  • 5+ years of experience in Sales, Retail, and/or digital marketplace growth in a dynamic high growth setting
  • High EQ and negotiation skills in difficult situations
  • Proven knowledge of retail account management 
  • Computer literacy, including all Microsoft and Google applications
  • Equal parts strategic and operational — willing to roll up your sleeves and dive into account strategy and campaign set-ups when necessary
  • Excellent communication skills to effectively collaborate with clients, including senior stakeholders
  • Thrive in a matrix organization and comfortable working with cross functional teammates at all levels
  • Enthusiasm or interest in the category you will own
  • Strong executive presence that allows you to thrive in executive consulting instances
  • Must be at least 21 years of age
  • Must be able to pass a background check
  • 2+ years of Leadership experience


Desired Skills

  • Highly organized and detail oriented
  • Good problem-solving skills
  • Superior interpersonal and communication skills
  • Excellent time management skills



  • You'll work at the fastest-growing cannabis startup in the U.S.
  • Medical/Dental/Vision and 401k plan offered to all full-time employees.
  • Competitive salary of $140k - $160k depending upon experience.
  • Industry discounts at cannabis retail shops across California.

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.



#1 Cannabis Distributor

Size: 51-100 employees

Funding Level: Early-stage Startup

Total Amount Raised: 10.5 M

Year Founded: 2017


Y Combinator Soma Capital ESO Fund Gaingels Liquid 2 Ventures Justin Kan