Job Details

Director Of Healthcare Sales

Pendulum is leading a revolution to improve physical and mental health by restoring and enhancing the human microbiome. We are seeking a Director of Healthcare Sales to lead growth across healthcare-focused marketplace, practitioner-commerce, and strategic distribution channels. This leader will be responsible for developing and expanding relationships with key healthcare commerce partners including Fullscript, Emerson Ecologics, iHerb, Matakana, and other healthcare-oriented platforms. Reporting to the Head of Sales, this role will own channel revenue, account growth, and commercial execution within the healthcare ecosystem.

Key Responsibilities

• Serve as the primary commercial lead for key healthcare channel accounts including Fullscript, Emerson Ecologics, iHerb, Matakana, and future strategic partners.
• Own revenue targets, forecasting, and account performance across healthcare-focused sales channels.
• Develop annual business plans and growth strategies for healthcare marketplace partners.
• Build executive-level relationships with buyers, category managers, and partnership leaders.
• Lead annual negotiations, joint business planning, promotional calendars, and commercial agreements.
• Partner with Brand Marketing, Growth, Product, Operations & Supply Chain, Demand Planning, Revenue Operations, and Finance to ensure operational excellence.
• Develop and execute partner marketing programs, including promotional planning, merchandising initiatives, digital shelf optimization, educational campaigns, trade marketing, and co-marketing opportunities that drive awareness, conversion, and customer acquisition.
• Serve as Pendulum's healthcare channel expert by maintaining deep knowledge of category trends, competitive activity, healthcare marketplace developments, practitioner-commerce platforms, regulatory and industry changes, and evolving consumer health preferences; leverage market intelligence, partner feedback, and competitive insights to identify emerging opportunities, inform channel strategy, and strengthen Pendulum's leadership position within the microbiome, metabolic health, and broader functional wellness categories.
• Help define the long-term healthcare channel strategy as the business scales.

Qualifications

• 6+ years of sales, business development, account management, or commercial leadership experience within healthcare, wellness, nutritional supplements, practitioner products, or adjacent categories.
• Proven success managing national accounts and strategic channel partnerships.
• Direct experience working with healthcare commerce platforms, practitioner marketplaces, healthcare distributors, or specialty wellness channels, including a focus on digital marketplace platforms.
• Demonstrated track record of achieving and exceeding revenue targets.
• Strong commercial negotiation and joint business planning experience.
• Experience managing relationships with Fullscript, Emerson Ecologics, iHerb, Matakana, or similar healthcare-focused platforms.
• Experience in supplements, probiotics, functional health, consumer health, or science-driven wellness categories.

Success Metrics

• Deliver healthcare channel revenue growth that meets or exceeds Annual Operating Plan (AOP) targets.
• Drive efficient and profitable growth through effective promotional planning, strong return on investment, and achievement of contribution margin objectives.
• Expand existing strategic accounts while maintaining high partner retention and long-term relationship strength.
• Strengthen and maintain Pendulum's reputation as a trusted, science-backed leader among healthcare providers, supporting practitioner confidence, recommendation, and advocacy.
• Drive new customer acquisition through healthcare-focused channels and strategic marketplace partnerships.
• Maximize promotional effectiveness by continuously evaluating performance, optimizing investments, and improving return on marketing and trade spend.

Salary & Benefits

• $180,000 Base, there is a variable compensation component
• Medical, Dental, and Vision
• Commuter Benefits
• Life & STD Insurance
• Company match on 401 (k)
• Flexible Time Off (FTO)
• Equity