Director of Global Wholesale

Reports to: Chief Executive Officer or Chief Revenue Officer

THE COMPANY

At PAX Labs, we strive to enhance people’s lives through exceptional cannabis experiences. Our curated set of pure full-flavor pods and award-winning devices makes enjoying cannabis simple and safe. For more than a decade, we have created next-generation devices that deliver enduring quality and wellness benefits through innovations in design and technology, and remain trusted by millions of consumers nationwide. Our standards allow for the safest vaporization of cannabis on the market. We are passionate about increasing well-being and joy through the power of cannabis, and we are committed to advancing opportunity through supporting social justice, access, and equity in the industry.

We are incredibly excited about the tremendous growth of the cannabis industry, inspired every day by how cannabis can change lives, and fortunate for our leading position in the space. Our culture is focused on putting the consumer first, making an impact together, and also having fun along the way!

SUMMARY

The Director of Global Wholesale owns the strategy, performance, and expansion of PAX’s distribution across the U.S. and international markets, with a primary focus on the brand’s device and hemp portfolios. This leader operates at the intersection of strategy, business development, and partner management, defining how PAX shows up across retail, building high-performing distributor networks, and ensuring consistent, premium execution in-market. 

You will be responsible for driving revenue growth, margin integrity, and brand standards across a complex, multi-market landscape, while identifying new opportunities to expand distribution, strengthen partnerships, and evolve the channel.

RESPONSIBILITIES

Global Wholesale Strategy & Channel Leadership

• Define and lead PAX’s global wholesale strategy across the U.S. and international markets, markets, aligned to company revenue, margin, and brand goals
• Own channel architecture, including distributor selection, territory design, and go-to-market models by region
• Prioritize high-growth markets, segments, and opportunities, while establishing pricing, trade terms, and channel policies to protect brand equity and optimize long-term value
• Proactively manage omnichannel synergy and mitigate channel conflict between wholesale partners and PAX’s Direct-to-Consumer (DTC) channels.

Revenue Ownership & Performance Management

• Own and deliver against wholesale revenue, gross margin, and distributiontargets
• Develop market-specific KPIs across diverse geographies and partners
• Analyze sell-in, sell-through, inventory, and market trends to continuously refine strategy
• Drive accountability across distribution partners to meet or exceed objectives

Distributor & Key Account Management

• Build, manage, and evolve relationships with key global distributors, wholesalers, and large retail operators across all markets
• Serve as key contact for top partners, influencing at executive and operational levels
• Lead joint business planning, forecasting, and performance reviews with partners
• Ensure alignment on brand standards, merchandising, education, and retail execution

Business Development & Market Expansion

• Identify and secure new distribution partners, retail accounts, and strategic opportunities
• Evaluate new market entry opportunities and recommend expansion strategies
• Monitor and navigate the evolving regulatory landscape across different jurisdictions to ensure all wholesale partnerships remain compliant with local laws.
• Negotiate commercial agreements and structure partnerships to drive scalable growth

Retail & In-Market Execution

• Ensure best-in-class execution across wholesale-driven retail environments, particularly within headshop/smokeshop channels
• Partner with distributors and brand partners to deliver strong merchandising, staff education, and consumer experiences
• Assess and evolve retail coverage models, including field teams, brand ambassadors, and event/activation strategies
• Develop and manage direcy retail accounts in both the US and European markets

Cross-Functional Leadership

• Partner closely with Marketing to translate the global strategy into an effective trade programs
• Collaborate with Product, Ops, and Finance on forecasting, planning, & portfolio strategy
• Provide insights and partner feedback to inform product development & GTM planning

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this. Duties, responsibilities, and activities may change at any time with or without notice.

QUALIFICATIONS

• 10+ years of experience in sales, wholesale, or distribution leadership
• Proven track record of owning and scaling wholesale or distributor-led businesses
• Deep experience in the headshop, smokeshop, CPG, or adjacent retail channels
• Strong business development instincts with a history of building high-impact partnerships
• Demonstrated ability to operate in a fast-moving, ambiguous environment
• Experience in international markets, with varied regulatory & commercial landscapes
• Proficiency in leveraging CRM and B2B wholesale platforms to drive data-centric decision-making.
• Excellent analytical skills with the ability to translate data into actionable strategy
• Strong leadership presence with the ability to influence senior stakeholders
• Experience building and optimizing distributor networks and go-to-market models
• Willingness to travel (~25–40%)

COMPENSATION

In addition to the benefits below, this role has a pay range between $190,000-$225,000 + bonus and equity. The pay range represents what we believe, in good faith, this role will pay. The final salary offer will be determined based on a variety of factors, including, but not limited to, depth of experience, geographic location, and relevant education/training.

PAX VALUES

Put Consumers First - We are here to enhance their lives. We put their needs first in everything we do. We work together to deliver unique solutions for their benefit.

Build a Community - We are active and beneficial builders of a global community. We collaborate together to support sustainability, well-being, and social equity efforts—both internally and externally—to establish cannabis as a force for good.

Innovate with Passion - We are passionate about enhancing the cannabis experience by making it positive, accessible, and intuitive. We set the standards, innovate for consumers, and find the yes as a team.

Be the Solution and Collaborate - We work as a team to achieve winning outcomes, knowing we each individually are the solution, but can only succeed together.

Lead with Humility and Transparency - We stay open and humble in everything we do. We value learning from each other and cultivate transparency in our culture and products.

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We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.