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Role Description

Lead the Sales function at ZBiotics. Expand our footprint by working with a sales team of in-house and third-party operators, while staying disciplined that velocity wins (door count is not the goal if we’re not selling through). This is a leadership role (not a territory / field role). You’ll own the sales engine:

• Channel strategy
• Key account leadership
• Distributor strategy (including DSD)
• Retail execution systems
• Sell-through performance
• Forecasting
• Pricing/promotions guardrails
• The team + operating cadence to scale

You will partner closely with Marketing, who owns brand strategy, messaging, and paid media. You’ll also work cross-functionally with Operations/Supply Chain and Retail Ops to ensure we execute in a way that strengthens the brand long-term.

Responsibilities

• Own sales strategy and results across retail channels.
• Own ZBiotics’ overall physical retail and on-premise sales strategy and performance.
• 2026 priorities are concentrated in three channels:
• Off-Premise Liquor (Specialty Alcohol): double down on what’s working, improve velocity, expand regionals, and prove/scale DSD execution; make shelf execution frictionless.
• Natural/Grocery: validate and scale in larger format accounts, with a strong point of view on premium display + education to differentiate and teach the shopper.
• On-Premise/Hospitality: work with the Sr. Director of Omnichannel to build the sales motion, land high-credibility “whales,” and create a scalable staff training capability; menus are a key awareness driver.
• Keep lower-priority channels running in a way that supports brand and learning (Boutique).
• Make strategic sales decisions that strengthen the brand and deliver on our promise of a great customer experience.
• Expand thoughtfully and deliberately, doing what makes sense for the long-term health of the business and brand.
• Protect the big wins and manage concentration risk.
• Improve velocity in existing doors.
• Build a sales and account management plan that ensures flawless execution in the highest-concentration accounts.
• Lead and develop the Sales organization.
• Build the rhythms: weekly business review, monthly forecasting/reporting, quarterly planning, and account/channel deep dives.
• Own distributor strategy end-to-end: partner selection, onboarding, performance management, scorecards/JBP’s, and escalation paths.
• Standardize what “great execution” means across distribution, pricing, promotion, display, merchandising, and in-stock.
• Partner with Retail Ops to ensure that we are scaling store visits via the right mix of internal coverage, merchandising partners, and distributor capability.
• Make stockout reduction a core operational priority.
• Establish clear pricing/margin guardrails and approval workflows.
• Keep promotions disciplined: avoid training retailers/customers to wait for discounts.
• Drive analytical rigor and decision-quality.
• Own sales forecasting, reporting, and performance insights across accounts, regions, and channels.
• Evaluate promotions, trade spend, and pricing strategies; make recommendations grounded in learning and margin discipline.
• Partner with Marketing on brand-building and demand generation in priority markets.
• Participate as a company leader at ZBiotics, working with other team members on broad issues, strategic questions, and tactical challenges.

Qualifications

• 8+ years in CPG sales (Alc Bev / functional beverage / health & wellness / premium consumer brands a plus), including meaningful time leading teams.
• Deep distributor management experience, including building performance systems, driving DSD where relevant, and holding partners accountable while maintaining strong relationships.
• Proven key account leadership (regional + national), with strong executive presence and negotiation skill.
• Strong analytical fluency: forecasting, syndicated data, trade spend discipline, pricing architecture, and margin awareness.
• Comfortable in a fast-moving environment with shifting priorities; high judgment and strong written + verbal communication.
• People-first leader who builds clarity, accountability, and a high-trust culture.
• Open-minded, adaptable, and flexible in their approach to problems and challenges.
• Kind and empathetic person.

Nice-to-have Experience

• Broad experience scaling a premium brand in multiple off-premise channels (natural/grocery and wine & spirits especially).
• Experience building sales motions and fostering novel-product adoption in on-premise channels (bars, restaurants, and hospitality).
• Experience designing display/merch strategies that drive velocity without compromising premium positioning.
• Omnichannel brand experience selling products with a substantial DTC and/or Amazon business.

Physical Demands

• Ability to occasionally lift/carry/push/pull up to 50 pounds.
• Ability to use hands/arms for grasping, reaching, and merchandising-related tasks when needed.
• Ability to travel as needed to visit retail locations and for occasional company events.

Benefits

• Health / dental insurance
• 401(k) matching
• Minimum PTO policy (with unlimited time off)
• 16 weeks fully paid parental leave
• Home office stipend
• Transit benefits for those in the San Francisco Bay Area
• Access to coworking office space if visiting San Francisco

Company Description

At ZBiotics, we make genetically engineered probiotics that improve daily life. Our mission is to create, brand, and sell GMOs that people love. As a group of motivated, yet down-to-earth people, we are fueled by two things: a love for science and a commitment to being people-first.

In 2019, we launched the world’s first genetically engineered probiotic: ZBiotics® Pre-Alcohol, a 14mL probiotic drink designed to break down an alcohol byproduct that leads to rough mornings after drinking. Since then, ZBiotics’ business has continued to grow rapidly year over year.

ZBiotics is headquartered in San Francisco and backed by venture investors including Y Combinator, Spring Tide Capital, and Khosla Ventures, among others.