VP, B2B Revenue (Partnerships, Retail & Wholesale)
- Location
- Hybrid - San Francisco, CA
- Workplace
- Hybrid
- Employment
- Full-time
- Compensation
- $250k – $300k
About this role
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.
The Opportunity
Partnerships with companies in complementary spaces, like telehealth and wearables, alongside relationships with retail and other wholesale partners, are the next chapter of the Pendulum story, and we’re looking for the leader who will write it.
We’ve built a science-backed brand and grown it fast by going direct to consumers and healthcare practitioners. Now we’re taking Pendulum to the places where people shop for their health: through partners, in stores, and across borders. There is no inherited playbook. You will build it.
As our VP, B2B Revenue, you will own every channel where Pendulum reaches customers through someone else’s shelf, site, or audience. You’ll create a partnership engine that builds the brand while driving revenue, lead our first major retail launch from first buyer conversation to full shelf, grow our wholesale partners, and decide where we play next and how we win there. You’ll build and lead the team that makes it happen.
This role is for someone who wants real ownership. You’ll have a seat at the leadership table, direct access to the people making company-wide decisions, and the freedom to move fast. Your work will show up in the numbers within months, not years. If you’ve ever wanted to build a business inside a business, with a product people believe in, real science behind it, and momentum already on your side, this is that opportunity.
\nWhat You'll Do
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Build a Partnerships Engine. Create and run a partnership pipeline that builds the brand and drives revenue. Start with focused pilots, structure the right deals (affiliate and rev-share, bundles, co-branded programs), and build a staged roadmap toward larger partners, using early wins as proof points. Define which partners are worth pursuing, and which aren’t.
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Lead our Grocery/Retail Launch and drive performance. Own planning and execution of our grocery channels and retail launches, from buyer alignment and inventory readiness to in-store and online activation, and make sure we launch strong. Own velocity, promotional planning, trade spend, pricing, and forecasting for our retail accounts, and manage the retail P&L in partnership with Finance and Supply Chain.
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Grow Existing and New Wholesale Accounts. Build relationships with our wholesale partners who sell Pendulum on their sites and to their audiences, including internationally. Set targets, build joint growth plans, and turn wholesale into incremental revenue by sharing the content, creative, and messaging that perform best for us.
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Chart Our Expansion Path. Evaluate and prioritize the next opportunities across natural, specialty, and beauty and wellness, define the entry sequence and economics, and lead us into the accounts we choose. Decide when to use brokers and distributors, and manage them.
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Build Channel Infrastructure. Partner with Revenue Operations, Customer Care, Data, Finance, and Supply Chain to build the reporting, forecasting, pricing governance, and operating rhythm that let our channels scale.
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Keep Our Channels in Harmony. Work with the Healthcare Revenue and Ecommerce/DTC leaders to align pricing, promotions, and messaging so every channel strengthens the others.
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Partner Across the Business. Work with Marketing, Creative, Regulatory/ Clinical/ Legal, and Product on launch assets, claims, and compliance, including labeling and regulatory needs for sales.
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Lead and Build the Team. Lead and develop the Director, Retail & Wholesale Revenue, hire future team members, and decide how the team should grow as the channels scale.
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10+ years of commercial leadership experience in CPG, consumer health, supplements, beauty, or wellness, with significant experience in partnerships, retail and wholesale channels.
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A track record of launching and scaling brands with national or regional natural and specialty retailers, and building strong buyer relationships.
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Strong command of trade spend, promotional planning, pricing, and channel P&L.
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Experience using syndicated and retailer data to diagnose velocity and make decisions.
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Experience negotiating and structuring commercial deals, ideally including distribution or partnership agreements.
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Experience managing brokers, distributors, or wholesale partners, ideally including international partners.
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A proven record of building and leading small, entrepreneurial commercial teams: hiring strong talent, setting strategy, and rolling up your sleeves in a resource-constrained, fast-moving environment.
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Strong quantitative orientation and clear communication, with good judgment about where to focus when everything feels urgent.
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Experience with dietary supplements and the claims and regulatory considerations that come with them is a plus.
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Experience building a function from scratch at an early-stage or growth-stage company is a plus.
- $250,000-$300,000
- Medical, Dental, and Vision
- Commuter Benefits
- Life & STD Insurance
- Company match on 401 (k)
- Flexible Time Off (FTO)
- Equity
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