Director of Healthcare Sales | Wholesale & Strategic Channels

Pendulum•San Francisco, CA

About The Position

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.

Requirements

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.

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.