Outside Sales Representative, Optical

At Pair Eyewear, we believe in placing our people at the center of everything we do. We are dedicated to fostering a joyful and dynamic workplace, providing our employees with an environment where they can thrive and make a meaningful impact.

We're looking for a driven, relationship-first Sales Representative to join our team. In this role, you'll own a territory with a dual focus: opening new doors and deepening our presence within existing accounts. You're not just an account executive you're a strategic partner to every account you touch.

The ideal candidate comes from the optical industry, understands how buying decisions get made with independent optical retailers, and knows how to turn a cold intro into a long-term partnership. You're comfortable with the numbers, confident in prospecting and skilled at working through objections without losing the relationship.

What You’ll Do:

Business Development — New Door Penetration

• Identify, prospect, and close new accounts within your assigned territory

• Build a consistent pipeline through cold outreach, referrals, and field activity

• Develop and execute a territory plan to maximize market coverage

• Represent the brand at trade shows, regional events, and in-office visits

Account Management

• Create a strategic sales cycle with your accounts based on growth potential and overall value.

• Serve as the primary point of contact for existing accounts

• Build deep relationships with key decision-makers (practice owners, opticians, buyers)

• Drive product adoption and increase share of wallet within active accounts

• Conduct regular business reviews and ensure accounts are set up for success

Strategy & Analysis

• Achieve KPIs through our performance dashboards and account playbooks.

• Analyze sales data to identify trends, opportunities, and gaps in your territory

• Develop account-specific strategies to grow revenue and improve retention

• Track and report on pipeline activity, forecasts, and performance metrics

• Identify operational or product feedback from accounts to help inform cross-functional improvements.

• Partner with internal teams (marketing, product, operations) to address account needs

Objection Handling & Consultative Selling

• Lead confident, consultative conversations that uncover customer needs

• Address pricing, product, and competitive objections with clarity and confidence

• Adapt messaging based on account type, buyer persona, and stage in the sales cycle

Who You Are:

• A relationship builder who enjoys creating long-term partnerships with customers

• Self-motivated and comfortable managing a territory independently

• Results-oriented with a strong sense of ownership and accountability

• Confident in prospecting and business development activities

• Analytical and data-driven when developing sales strategies

• Skilled at navigating objections and complex customer conversations

• Organized, proactive, and able to effectively prioritize competing responsibilities

• A strong communicator who can build credibility with a variety of stakeholders

Need to Have:

• 3–6+ years of outside sales, territory sales, or account management experience

• Proven track record of prospecting, opening new accounts, and growing territory revenue

• Demonstrated success achieving or exceeding sales goals

• Experience within the optical industry, including independent practices, optical chains, or wholesale eyewear

• Experience managing a full sales cycle from prospecting through close

• Strong analytical skills with the ability to interpret sales data and develop territory strategies

• Experience using CRM platforms to manage pipelines, customer activity, and forecasting

• Excellent communication, presentation, and relationship-building skills

• Ability to travel regularly throughout an assigned territory

Nice to Have:

• Experience selling eyewear, optical frames, lenses, or related vision products

• Existing relationships within the independent optical retail or optical practice community

• Experience managing geographically dispersed territories

• Experience representing a brand at trade shows and industry events

• Familiarity with consultative sales methodologies

Location & Travel Requirements

• Field-based position with regular travel throughout an assigned territory

• Open territories may include Texas, Ohio, Illinois, and Northern California

• Attendance at trade shows, customer events, and company meetings may be required

• Remote/home office work when not traveling within the territory

At Pair, we carefully consider a wide range of factors when determining compensation. These considerations can cause your compensation to vary. The pay range for this position is expected to be between $70,000 - $100,000 and will include a mix of base salary, commission and a bonus. Total compensation will depend on your skills, qualifications, and experience. We encourage all interested candidates to apply.

Pair is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of actual or perceived age, ancestry, citizenship, color, disability, familial status, family responsibilities, gender identity/expression, genetic information, marital status, matriculation, national origin, personal appearance, political affiliation, pregnancy or related condition (including breastfeeding), race, religion, sex, sexual orientation, socioeconomic status, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.