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Salary: USD 160,000 - 200,000 / annual
Dutchie is an all-in-one technology platform powering the cannabis industry with point-of-sale, e-commerce, payments, and loyalty & marketing solutions. The company serves thousands of dispensaries across 40+ markets in the US and Canada and has raised over $600M in funding from top-tier investors including D1 Capital Partners, Tiger Global, and Dragoneer.
Dutchie's Advertising team is building a retail media network that powers advertising across dispensaries' e-commerce and in-store shopping surfaces. As Senior Manager of Retail Media Partnerships, you will be the primary relationship owner for Dutchie's advertising platform with the retailer base. This is a supply-side, relationship-driven business development role focused on winning new dispensary accounts onto the advertising platform, negotiating commercial agreements, and expanding existing accounts by adopting new ad formats.
Key responsibilities include:
- Prospecting, pitching, and closing new retailer accounts onto Dutchie's retail media advertising platform, starting with Sponsored Placements on e-commerce menus
- Building and managing a prioritized pipeline of prospective and existing retailer relationships across multiple states and market segments
- Negotiating contractual ad agreements with dispensaries, addressing concerns about advertising's impact on e-commerce conversion, brand mix shift, and existing brand relationships
- Re-engaging existing accounts to upsell additional ad formats as they launch, educating retailers on opportunities
- Partnering with Product, Engineering, and Brand Operations teams to relay dispensary feedback and inform the advertising feature roadmap
- Representing Dutchie's retail media offering at industry events and in direct outreach to decision-makers at large, multi-state operators
- Tracking and reporting on monthly/quarterly account growth, format adoption, and revenue impact across your book of business
Success means building the largest supply of cannabis dispensary advertising in the US while delivering strong commercial outcomes to retailer partners that help them sell more cannabis, faster, and at higher margins.
REQUIREMENTS:
- Experience in retail media in a sales or business development function, working with multiple retailers in different categories and advertising maturity levels
- Experience in the cannabis industry spanning multiple dispensary operators; very strong cannabis expertise with less advertising experience will be considered
- Demonstrated business development and negotiation skills, particularly with multi-year, revenue-sharing, or tiered-discount deal structures
- Working knowledge of cannabis brand (1P and 3P) and the role advertising and trade spend play in the industry, plus familiarity with the in-store dispensary customer experience
- Strong relationship-building and communication skills, with the ability to navigate long sales cycles and multiple stakeholders per account
- Comfort selling an evolving product suite and re-approaching existing accounts with new ad solutions as they become available
BONUS QUALIFICATIONS:
- Existing relationships with multi-state cannabis operators (MSOs)
- Familiarity with retail media networks at Amazon, Walmart, Walgreens, CVS, DoorDash, Uber, Instacart, or cannabis-specific platforms like Dutchie, IHeartJane, Surfside, Hoodie, or Headset
- Experience selling or operating in-store advertising or digital signage placements to retailers via solutions such as Vistar, Barrows, or In-Store Marketplace
- Background in supply-side or publisher-facing business development in a mature advertising ecosystem (vs. demand-side/advertiser-facing brand sales)
