6+ years of sales or business development experience in healthcare or wellness sectors.
Proven success in managing national accounts and channel partnerships.
Experience with healthcare commerce platforms and digital marketplaces.
Track record of exceeding revenue targets.
Strong skills in commercial negotiation and business planning.
Familiarity with Fullscript, Emerson Ecologics, and iHerb.
Background in dietary supplements, probiotics, or functional health.
Responsibilities
Lead commercial efforts with key healthcare accounts and partners.
Achieve revenue targets and manage account performance in healthcare sales channels.
Create business plans and growth strategies for marketplace partners.
Establish executive relationships with buyers and category managers.
Conduct negotiations and manage commercial agreements with partners.
Collaborate with cross-functional teams to ensure operational excellence.
Develop partner marketing programs to enhance customer acquisition and education.
Benefits
Medical, Dental, and Vision insurance.
Commuter Benefits for commuting expenses.
Life and Short-Term Disability Insurance.
401(k) with company matching.
Flexible Time Off policy for work-life balance.
Equity opportunities in the company.
Full Job Description
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.
Key Responsibilities
Serve as the primary commercial lead for key healthcare channel accounts including Direct, Fullscript, SuppCo/Function Health, 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
