National Account Executive (Natural Products)

About the role

SC Labs, a multi-state cannabis and hemp testing laboratory, is expanding into the natural products and functional ingredients market (kratom, kava, kanna, functional mushrooms, adaptogens, nootropics and functional beverages). It is hiring a senior account executive with an established book of business in botanicals and functional wellness, working remotely with up to 25% national travel. The role reports to the VP of Sales and is full-time and exempt.

Key responsibilities

• Build and execute a territory plan targeting brand owners, contract manufacturers, ingredient suppliers and formulators, and activate your existing network to generate qualified pipeline from day one.
• Identify, pursue and close strategic accounts, including national brands, multi-SKU manufacturers and high-volume ingredient suppliers.
• Translate client pain points and regulatory exposure into tailored testing and analytical service proposals.
• Serve as trusted advisor to senior decision-makers, run quarterly business reviews and partner with lab operations, customer success and marketing on onboarding.
• Work with the VP of Sales on category go-to-market plans, track regulatory shifts and competitor activity, and represent the company at trade shows such as SupplySide West, Natural Products Expo West, BevNET Live and CHAMPS.
• Maintain forecasting, pipeline hygiene and CRM accuracy.

Required profile

• 5+ years of B2B sales experience in kratom, kava, hemp/cannabinoid, dietary supplement, nutraceutical, functional beverage, ingredient or contract manufacturing spaces.
• At least 1 year of B2B analytical lab or testing services sales experience, with knowledge of COAs, method development, potency and contaminant panels.
• An established book of business of brand owners, formulators, QA leaders or ingredient buyers activatable within 90 days.
• Working knowledge of DEA scheduling, state hemp and cannabinoid regulations and ISO 17025 requirements.
• Bachelor's degree or equivalent combination of education, training and experience.

Required skills

• Understanding of the sales cycle, objection handling and negotiation.
• Client relationship management and strong verbal and written communication.
• Time management and prioritisation.

Strongly preferred: hands-on familiarity with alkaloid quantification, kavalactone profiling, cannabinoid potency, terpene profiling, heavy metals, pesticides, residual solvents, microbial contaminants and stability testing; relationships in trade bodies such as AKA, CRN, AHPA, NPA or the Kava Coalition; experience selling to MSOs, national CPG brands or co-packers. Base pay plus uncapped commission, with on-target earnings up to $135,000. Benefits include medical, dental and vision, paid holidays, flexible PTO, 401(k) with match, life coverage and a flexible spending account. Offers are contingent on a background check; no visa sponsorship available.