About Pendulum
Pendulum® is leading a revolution worldwide to improve physical and mental health by first understanding, then restoring and enhancing the human microbiome. Studies have shown that the microbiome (the bacterial communities in and on our bodies) is linked to metabolism, diabetes, longevity, weight loss, healthy immune systems, cancer prevention, feelings of well‑being, inflammatory bowel disease, and healthy skin. During early life we develop a diverse and balanced microbiome that plays a critical role in shaping our long‑term health. Over our lives, diet, lifestyle, antibiotics, and aging can decrease the effectiveness of our microbiome. Pendulum has created proprietary probiotic pipelines and a unique discovery platform to identify key, novel bacterial strains and the prebiotics that feed them, and it has built the world’s first manufacturing technology to produce bacteria in an anaerobic environment at scale. The medical probiotics 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.
Position Summary
We are seeking a Head of Sales to lead Pendulum’s next phase of growth by building and scaling high‑impact wholesale and strategic distribution channels beyond DTC and Amazon. This leader will define and execute Pendulum’s wholesale strategy across key partners, including FDMC/AO, healthcare marketplaces, and emerging platforms and markets, unlock new customer acquisition, and build Pendulum’s presence as both a trusted scientific leader and a beloved consumer brand.
What You’ll Do
* Define and lead Pendulum’s wholesale and strategic channel strategy beyond DTC and Amazon
* Identify, prioritize, and secure partnerships across FDMC/AO, specialty retail, and healthcare marketplace platforms
* Own revenue, forecasting, and contribution margin across all wholesale channels
* Drive new customer acquisition through expanded distribution
* Negotiate commercial terms and pricing structures
* Develop and execute channel‑specific go‑to‑market strategies
* Establish KPIs and performance reporting;
deliver weekly, monthly, quarterly, and Board reports
* Build and manage relationships with key buyers, distributors, and platform partners
* Partner with Revenue Operations, Supply Chain, and Demand Planning colleagues as well as cross‑functionally with Marketing, Brand, Clinical, and Growth teams
* Build and scale the sales organization over time
* Continuously assess market and competitive dynamics
Knowledge Requirements
* Strategic thinker with a bias for action, with 10+ years of experience in sales, business development, or commercial leadership within CPG, healthcare, wellness, or adjacent science‑driven categories
* Experience across FDMC retail, distributors, and healthcare marketplace platforms
* Experience launching new brands and products into new channels and driving omni‑channel growth
* Proven ability to drive both revenue growth and contribution margin;
proven track record to hit and exceed forecast, including the ability to overcome challenges to hit goal
* Passion for Pendulum’s mission and belief in science‑driven, human‑centered health solutions
* Demonstrated success in complex/crowded categories and in translating complex product stories into compelling consumer propositions a plus
* Experience in building relationships and negotiating commercial terms that build brand and business
* Strong cross‑functional leadership skills
* Experience in establishing and building process and partnership for business scale
Travel, Physical Demands & Work Environment
This role is remote with periodic travel to HQ, partners, and industry events. Team collaboration requires time‑zone flexibility.
Salary & Benefits
* $250,500 Base, variable compensation component
* Medical, Dental, and Vision
* Commuter Benefits
* Life & STD Insurance
* Company match on 401(k)
* Flexible Time Off (FTO)
* Equity
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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