Chief Commercial Officer

Position: Chief Commercial Officer (Full-Time)

Location: Minneapolis, MN (Hybrid-Friendly)

Reports to: CEO/COO

Status: Full-Time

ABOUT PASH COMPANY

Pash Company is a dynamic social health and wellness focused incubator that conceives, launches, and scales its own portfolio of in-house brands. We're building the next generation of wellness companies that will transform lives while achieving significant market value. Our mission is to create brands that matter, scale them to tens or hundreds of millions in revenue, and position them for successful exits.

Position Overview

We are seeking an entrepreneurial Chief Commercial Officer who thrives in the intersection of startup hustle and strategic scale. This is not a traditional CCO role – it's an opportunity to be the commercial architect of multiple high-growth wellness brands from inception to exit. You'll own revenue generation across our portfolio, build strategic partnerships that accelerate growth, and create commercial infrastructure that transforms innovative ideas into market-leading businesses.

This role requires someone who has lived the startup grind and understands what it means to build from zero. In the early stages, you won't have a team to delegate to or a budget for contractors – you'll be the one making the calls, sending the emails, building the spreadsheets, and personally closing deals. We need a strategist who is also a doer, someone who can create the vision and execute it simultaneously without hesitation.

The ideal candidate combines the grit of a founder with the sophistication of a seasoned executive, capable of rolling up their sleeves in the early stages while maintaining the vision to build hundred-million-dollar enterprises. You must be comfortable operating as a team of one initially, building systems and processes yourself, and scaling only when revenue justifies investment in additional headcount.

CORE RESPONSIBILITIES

Strategic Commercial Leadership

• Develop and execute comprehensive commercial strategies across the entire brand portfolio, from pre-launch to scale to exit readiness
• Own full P&L responsibility for revenue generation, with direct accountability for top-line growth across all brands
• Design and implement scalable commercial playbooks that can be rapidly deployed for new brand launches
• Lead commercial due diligence and positioning for potential acquisitions or exits
• Establish KPIs and commercial metrics that drive portfolio valuation and exit multiples
• Personally execute foundational commercial work in early brand stages – you'll be building the initial sales decks, running first customer calls, and creating systems from scratch before you have resources to build a team

Revenue Generation & Growth

• Personally drive initial revenue generation for new brands – you'll be the first salesperson, closing early deals and proving the model before scaling
• Build and lead high-performing sales organizations from zero to scale, including direct-to-consumer, B2B, and retail channels only after demonstrating product-market fit and sustainable unit economics
• Create and optimize omnichannel distribution strategies that maximize market penetration and revenue per brand
• Develop pricing strategies that balance growth, profitability, and market positioning
• Architect customer acquisition funnels that drive sustainable unit economics through hands‑on testing and iteration, not expensive agency relationships
• Own revenue targets ranging from first dollar to $100M+ per brand

Partnership & Business Development

• Personally lead outreach and relationship building with strategic partners, major retailers, and distribution channels
• Negotiate and structure transformational partnerships that provide unfair advantages in market access and growth
• Execute all aspects of partnership development initially – from prospecting and outreach to negotiation and contract management – without relying on business development support staff
• Build and nurture a powerful network of industry relationships across wellness, retail, digital commerce, and investment communities
• Identify and secure vendor partnerships that enhance operational efficiency and margin structure
• Develop co‑creation and white‑label opportunities with complementary brands and platforms

Market Development & Expansion

• Lead market entry strategies for new geographic territories and customer segments
• Pioneer new distribution channels and commercial models specific to health and wellness
• Build strategic alliances with healthcare providers, wellness practitioners, and community organizations
• Create innovative go‑to‑market strategies that leverage social impact for commercial success
• Conduct initial market research, competitive analysis, and customer discovery personally – you'll be in the trenches gathering intelligence, not directing a research team

Operational Excellence

• Design and implement commercial operations that can scale from startup to enterprise by first building them yourself with available tools and resources
• Build data‑driven decision frameworks for resource allocation across the portfolio
• Create systems and processes that enable rapid testing, learning, and pivoting
• Build scrappy, resourceful solutions using available technology and tools rather than expensive custom builds or consultant engagements
• Establish commercial infrastructure that supports both aggressive growth and operational efficiency
• Lead cross‑functional collaboration with product, marketing, and operations teams
• Initially operate as a one‑person commercial department, proving scalability and ROI before building a team
• Recruit, develop, and retain world‑class commercial talent across multiple brands only after revenue milestones justify investment in headcount
• Build a culture of commercial excellence that balances entrepreneurial creativity with disciplined execution
• Hire strategically and lean, prioritizing multi‑skilled team members who share a willingness to do whatever it takes
• Mentor and develop brand‑level commercial leaders who can operate with autonomy
• Create performance management systems that reward both individual achievement and portfolio success

P&L Ownership Structure

• The CCO will have direct P&L ownership with the following accountability framework:
• Primary Revenue Ownership: Full responsibility for top-line revenue across the entire portfolio
• Margin Accountability: Co‑ownership of gross margin through strategic pricing and channel mix optimization
• Customer Acquisition Cost (CAC): Joint ownership with marketing for CAC targets and payback periods
• Sales Efficiency Metrics: Complete ownership of sales productivity, conversion rates, and revenue per employee
• Portfolio Allocation: Authority to allocate commercial resources across brands based on growth potential and ROI
• Investment Decision Rights: Participation in investment decisions for commercial initiatives above specified thresholds
• Exit Value Creation: Shared accountability for revenue multiples and commercial metrics that drive exit valuations
• Resource Efficiency: Accountability for achieving aggressive growth targets with minimal overhead and lean operations**

REQUIRED QUALIFICATIONS

Experience

• *REQUIRED: Minimum 5 years in a startup environment (seed through Series B) where you personally executed commercial functions with limited resources and team support
• *REQUIRED: Proven track record of personally generating first revenue and building initial commercial traction for at least one startup (not just managing established revenue streams)
• 10+ years of progressive commercial leadership experience, with at least 5 years in senior roles
• Proven track record of building businesses from <$1M to $50M+ in revenue
• Direct experience in health, wellness, CPG, or lifestyle brands
• Demonstrated success in both D2C and retail/wholesale channels
• Experience thriving in resource‑constrained environments where scrappy execution trumped big budgets
• Experience with M&A, fundraising, or successful exits preferred
• Track record of building and scaling teams from 5 to 50+ people after establishing proof of concept independently
• Startup DNA: Deep comfort with doing whatever it takes – from cold calling to building spreadsheets to personally managing logistics – without considering any task “beneath you”
• Resourcefulness: Expert at achieving outsized results with minimal budget through creativity, hustle, and strategic thinking
• Execution Velocity: Ability to move from strategy to implementation immediately, without waiting for perfect resources or conditions
• Entrepreneurial Mindset: Comfort with ambiguity, rapid iteration, and hands‑on execution
• Strategic Vision: Ability to see around corners and position brands for long‑term success
• Network Builder: Exceptional relationship‑building skills with a robust existing network in wellness/CPG
• Data‑Driven Decision Making: Strong analytical capabilities with ability to synthesize complex data into actionable strategies
• Comfortable wearing multiple hats: Can toggle seamlessly between high‑level strategy and granular execution without missing a beat
• Cross‑Functional Leadership: Proven ability to influence and align diverse stakeholders without formal authority
• Cultural Fit: Passion for health and wellness with authentic commitment to social impact
• Communication Excellence: Outstanding presentation and negotiation skills at all levels, from startup founders to Fortune 500 executives
• Ego‑Free Approach: No task is too small; you understand that in startups, everyone does everything, and you embrace that reality

What This Role Is NOT

This is not a role where you’ll immediately build a large commercial team or have substantial budgets for contractors, agencies, or external support. You won’t have an SDR team, a business development coordinator, or an operations manager initially. You’ll be doing this work yourself – prospecting, cold calling, building decks, managing CRM, analyzing data, negotiating deals, and creating processes. If you’re expecting to come in and primarily direct others or delegate execution, this role is not for you. We need someone who gets energized by rolling up their sleeves and doing the actual work while simultaneously thinking strategically about scale.

PERFORMANCE METRICS

• Revenue per brand milestones ($1M, $10M, $50M, $100M)
• Time to profitability per brand
• Strategic partnership value creation
• Team performance and retention
• Revenue per commercial FTE (demonstrating lean, efficient growth)
• Speed to first revenue for new brand launches

COMPENSATION PHILOSOPHY

• This role offers a competitive compensation package designed to reward both near‑term execution and long‑term value creation:
• Competitive base salary commensurate with experience
• Performance‑based bonus tied to revenue and growth metrics
• Equity participation in the incubator and/or individual brand vehicles
• Carried interest in successful exits

THE OPPORTUNITY

This is a rare opportunity to join a mission‑driven organization at an inflection point. You’ll have the autonomy to build commercial engines that scale, the resources to execute ambitious strategies, and the potential for significant wealth creation through our portfolio approach. You’ll start by getting your hands dirty doing the foundational work yourself, proving models and strategies through personal execution, and eventually building teams as revenue justifies investment. This is the path from startup hustle to scaled enterprise – and you’ll be the architect of both phases. If you’re ready to move beyond traditional corporate roles and build something extraordinary in the wellness space, we want to hear from you.

Equal Opportunity Statement

Pash Company is an equal opportunity employer committed to building a diverse and inclusive team. We celebrate different perspectives and experiences, knowing that diversity drives innovation and better serves our mission to improve health and wellness for all.