Director of Global Wholesale

Reports to: Chief Executive Officer or Chief Revenue OfficerSUMMARYThe 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 defines how PAX shows up across retail, builds high-performing distributor networks, and ensures consistent, premium execution in-market.RESPONSIBILITIESGlobal Wholesale Strategy & Channel Leadership: Define and lead PAX's global wholesale strategy across the U.S. and international markets, align with 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, set pricing, trade terms and channel policies; proactively manage omnichannel synergy and mitigate 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 distribution targets; develop market-specific KPIs across diverse geographies and partners; analyze sell-in, sell-through, inventory, and market trends; drive accountability across distribution partners to meet or exceed objectives; build, manage, and evolve relationships with key global distributors, wholesalers, and large retail operators; serve as key contact for top partners, influencing at executive and operational levels; lead joint business planning, forecasting, and performance reviews; 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.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, and portfolio planning; provide insights and partner feedback to inform product development and GTM planning.Note: 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 position. Duties, responsibilities, and activities may change at any time with or without notice.QUALIFICATIONS10+ 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.Willingness to travel (~25–40%).COMPENSATIONPay range: $190,000–$225,000 + bonus and equity. The final salary offer will be determined based on experience, location, and other relevant factors.PAX VALUESPut Consumers First – Enhance their lives by putting their needs first in everything we do.Build a Community – Actively support sustainability, well-being, and social equity both internally and externally.Innovate with Passion – Enhance the cannabis experience through positive, accessible, intuitive solutions.Collaborate & Be the Solution – Work as a team to achieve winning outcomes, with a focus on collective success.Lead with Humility & Transparency – Stay open, humble, and cultivate transparency in culture and products.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.J-18808-Ljbffr