Head of Sales | Wholesale & Strategic Channels

Job description

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 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. They will be responsible for unlocking new customer acquisition through these channels while building Pendulum’s presence as both a trusted scientific leader and a beloved consumer brand. Success in this role requires more than driving distribution—it requires translating Pendulum’s clinical credibility into human, accessible value for consumers. In a category often defined by over-promising and under-delivering, this leader will help ensure Pendulum shows up differently: grounded in science, trusted by practitioners, and deeply resonant with the people we serve. We’re looking for a commercially-minded, entrepreneurial leader who understands how to grow businesses at the intersection of healthcare and consumer. This person knows how to win in retail and professional channels—but also appreciates that long-term success comes from building trust, telling a compelling story, and helping consumers find their rhythm through products that deliver real results. This role requires someone who can set vision and strategy, build enduring partnerships, and execute with precision—while helping shape how Pendulum shows up in the world as a category-defining, human-centered 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 over-come 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, 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 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 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. They will be responsible for unlocking new customer acquisition through these channels while building Pendulum’s presence as both a trusted scientific leader and a beloved consumer brand. Success in this role requires more than driving distribution—it requires translating Pendulum’s clinical credibility into human, accessible value for consumers. In a category often defined by over-promising and under-delivering, this leader will help ensure Pendulum shows up differently: grounded in science, trusted by practitioners, and deeply resonant with the people we serve. We’re looking for a commercially-minded, entrepreneurial leader who understands how to grow businesses at the intersection of healthcare and consumer. This person knows how to win in retail and professional channels—but also appreciates that long-term success comes from building trust, telling a compelling story, and helping consumers find their rhythm through products that deliver real results. This role requires someone who can set vision and strategy, build enduring partnerships, and execute with precision—while helping shape how Pendulum shows up in the world as a category-defining, human-centered brand.