Director of Healthcare Sales | Wholesale & Strategic Channels
San Francisco, CA
About the role
About Pendulum Pendulum ® is leading a revolution that is occurring around the world to improve physical and mental health by first understanding, then restoring and enhancing the human microbiome. Studies have shown that our microbiome (the bacterial communities + in and on our bodies) is linked to everything from metabolism and diabetes, to longevity, weight loss, healthy immune systems, cancer prevention, feelings of well-being, inflammatory bowel disease, and even healthy skin. We have just scratched the surface on understanding the impact that our microbiome has on our lives. During early life we develop a diverse and balanced microbiome that plays a critical role in shaping our long-term health. Over our lives, a combination of diet, lifestyle, antibiotics, and aging can decrease the effectiveness of our microbiome. Pendulum recognized the enormous impact they could have on people’s lives if they were able to address the imbalances in the microbiome. To accomplish this, Pendulum created proprietary probiotic pipelines and a unique discovery platform to identify key, novel bacterial strains and the prebiotics that feed them. The company has also built and developed the world’s first manufacturing technology to produce bacteria in an anaerobic (oxygen-free) environment at scale. The medical probiotics that Pendulum has formulated have transformed the consumer probiotics market into a new category of therapeutic offerings that deliver the power and efficacy of a pharmaceutical with the safety and accessibility of a natural probiotic. Due to Pendulum’s explosive revenue and customer growth over the last two years, the company earned a spot on Forbes Magazine’s exclusive “The Next Billion Dollar Startups” list. If you’re interested in improving the lives of people globally and you love working in a cross-functional, collaborative, inspiring environment, please continue reading. Position Summary Pendulum is 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. \n 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 \n
