Director of Global Wholesale

PAX Labs•San Francisco, CA

21h•Remote

About The Position

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.

Requirements

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

Responsibilities

Define and lead PAX’s global wholesale strategy across the U.S. and international 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.
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 to continuously refine strategy
Drive accountability across distribution partners to meet or exceed objectives
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
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
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
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