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Director, Healthcare Revenue

Pendulum· Marketing – Brand Marketing
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Hybrid (San Francisco, CA)$200k - $225kFull-timePosted 4mo ago

About the role

Director-level role focused on building and leading Pendulum's Healthcare Practitioner (HCP) channel, including direct HCP business and healthcare marketplace partnerships. Combines strategic vision with hands-on execution to recruit, activate, and grow relationships with practitioners and strategic partners, own channel revenue, and optimize the channel architecture.

Responsibilities

  • Define Channel Strategy. Establish the strategic vision for how we grow our healthcare channel, including how we build and expand inbound, outbound and strategic partnerships, and the infrastructure needed to support these relationships.
  • Own Channel Revenue Targets & Business Plans. Own revenue targets, forecasting and account performance across the HCP channel, and develop and implement the annual business plans and growth strategies for the direct HCP business as well as our healthcare marketplace partners.
  • Build and Optimize Channel Infrastructure. Partner with Product, Marketing, Data, Supply Chain, Demand Planning, Revenue Operations and Finance to develop and implement the architecture necessary to scale the channel, including CRM stages/workflows, practitioner qualification, product and pricing, reseller controls (including MAP enforcement), fulfillment needs and practitioner support.
  • Design a Digital-First Experience. Leverage Pendulum’s DTC expertise in website, email and lifecycle marketing into a scalable engine for HCP communication, activation and retention.
  • Structure & Manage Sales Network. Structure, recruit and manage a lean, commission-based sales network, and define the role, sequencing and economics of any future in-house sales hires.
  • Develop & Grow Strategic Partnerships. Build and expand executive-level relationships with buyers, category managers and partners, and lead negotiation of commercial agreements and joint business planning.
  • Enhance Joint Marketing Efforts. 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.
  • Drive Pendulum’s Credibility Engine. Partner with Product, Marketing, Regulatory and Clinical on practitioner-led KOL programs, educational events and published research that lift every channel and strengthen Pendulum's leadership position within the microbiome, metabolic health and broader functional wellness categories.
  • Evolve Long-Term Vision. Leverage deep knowledge of industry trends, competitive insights, regulatory changes, evolving consumer health preferences and partner feedback to identify emerging opportunities, in order to define our long-term healthcare channel strategy as the business scales.

Qualifications

  • 8+ years of sales, business development, account management or commercial leadership experience.
  • Experience in healthcare, supplements, probiotics, functional or consumer health, science-driven wellness or adjacent categories.
  • Direct experience working with healthcare practitioners, healthcare marketplaces, commerce platforms and distributors, or specialty wellness channels.
  • Demonstrated experience growing a direct HCP, clinical or B2B channel from early scale to meaningful revenue, leveraging a digital-first approach.
  • Proven success managing practitioner accounts and strategic channel partnerships, exceeding revenue targets while building the systems and processes that sustain them.
  • Strong quantitative orientation, including channel metrics, with the ability to translate business questions into analytical ones for the Data team.
  • Strong commercial negotiation and joint business planning experience.

Skills

Required:Channel strategyRevenue forecastingSales network designPartnership negotiation

Benefits

  • Medical, Dental, and Vision
  • Commuter Benefits
  • Life & STD Insurance
  • Company match on 401 (k)
  • Flexible Time Off (FTO)
  • Equity
Last updated Oct 21, 2026. Interested? Apply on the company site.
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About Pendulum

The Next Generation of Probiotics

Pendulum is a microbiome company focused on developing clinically effective probiotics with proprietary strains, including live Akkermansia, to improve metabolic health, gut function, and support a healthy weight.

ProbioticsGut healthMetabolic healthAkkermansiaClinical efficacy
Company profileWebsite

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