Head of Sales | Wholesale & Strategic Channels

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