Outside Sales Representative, Optical

About the role

We are seeking a driven, relationship-first Sales Representative to join our team. This role involves owning a territory with a dual focus: opening new doors and deepening our presence within existing accounts. The ideal candidate should come from the optical industry, understand buying decisions within independent optical retailers, and have the ability to turn cold introductions into long-term partnerships.

Responsibilities

• Business Development — New Door Penetration
• 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
• Achie 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

Requirements

• 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

Qualifications

• 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

Benefits

At Pair, we offer a competitive compensation package, including a mix of base salary, commission, and a bonus. The pay range for this position is expected to be between $70,000 - $100,000, and total compensation will depend on your skills, qualifications, and experience. We encourage all interested candidates to apply.

Pay

$70,000 - $100,000

Schedule

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.