[Hiring] Strategic Account Director @Independence Pet Holdings

Role Description

We are seeking a Strategic Account Director to lead strategic partnerships and enterprise growth across Practice Information Management Systems (PIMS) and other Independent Software Vendor (ISV) platforms. This role is highly commercial and partnership-driven, requiring expertise in contract structuring, pricing strategy, and long-term ecosystem collaboration.

You will serve as a senior advisor to partners, shaping how we integrate, co-market, and scale within the broader animal health technology and insurance ecosystem while coordinating internal teams to deliver results.

Key Responsibilities

• Strategic Partnership Development
  • Identify, develop, and expand relationships with PIMS platforms and veterinary engagement platforms; build a strategic partnership pipeline aligned to company priorities.
  • Develop and launch joint go-to-market strategies and partnership frameworks (e.g., referral models, co-selling motions, B2B integration roadmaps) that drive mutual growth across the veterinary and insurance ecosystem.
  • Lead co-selling and co-marketing initiatives with partners, including brand strategy, KOL engagement, and high-profile pilot programs that build trusted, long-term relationships.
• Enterprise Sales & Deal Leadership
  • Own complex enterprise deal cycles involving PIMS integrations and veterinary engagement platforms, and multi-stakeholder alignment, from discovery through contract execution.
  • Develop business cases and ROI models tailored to partner needs; oversee business P&L and profitability recommendations tied to strategic agreements.
  • Drive sustained new revenue growth through strategic partnerships; track performance against targets and optimize based on results.
  • Build and maintain sales infrastructure and reporting processes (e.g., Zoho) to manage active deals, pipeline, and partner performance; communicate status, risks, and outcomes to stakeholders.
• Advanced Contract & Pricing Negotiation
  • Lead contract negotiations, including pricing models, revenue-share structures, and multi-year agreements, across PIMS and engagement platform partners.
  • Partner with Legal, Finance, and executive leadership to structure scalable deals and formalize new long-term business partnerships.
  • Ensure contracts align with strategic objectives, partner economics, and long-term value realization within the software ecosystem.
• Executive Stakeholder Engagement
  • Build and manage relationships with senior executives, key opinion leaders (KOLs), and corporate veterinary groups; establish governance and executive alignment across partner organizations.
  • Lead high-impact presentations and business reviews that translate industry insight into clear narratives, data, and action plans.
  • Serve as a trusted advisor on partnership strategy, integration priorities, and growth opportunities across the animal health technology and insurance landscape.
• Onboarding, Integration & Retention
  • Coordinate cross-functional teams to support onboarding, technical integrations, and B2B data connectivity for engagement platform and PIMS partners.
  • Monitor performance, adoption, and engagement; develop and execute retention and expansion plans with partners and internal teams.
  • Identify and mitigate risks while uncovering new growth opportunities through data, partner feedback, and market insights.
• Cross-Functional & Product Collaboration
  • Partner with Product to scope, prioritize, and commercialize new integrations and B2B offerings that improve partner and customer experience.
  • Collaborate with Sales, Customer Success, Implementation, Finance, and Legal to align execution, governance, and commercial outcomes.
  • Use reporting and analytics to inform strategy, measure success, and optimize partner performance over time.

Qualifications

• Proven track record structuring and closing large, strategic partnerships with multiple stakeholders across the veterinary and animal health industry.
• 10+ years of experience in enterprise sales, strategic partnerships, or business development within veterinary, animal health, insurance, or health tech.
• Direct, hands-on experience working with pet health insurance providers and/or PIMS and veterinary practice management platforms, including B2B data connectivity and integrations.
• Deep expertise in contract management, pricing strategy, and negotiations, including revenue-share and multi-year agreement structures.
• Strong understanding of insurance models, reimbursement workflows, and veterinary software ecosystems, with established relationships across corporate veterinary groups and KOLs.
• Strong executive presence with excellent written, verbal, and presentation skills; experience developing brand strategy and go-to-market narratives.
• Analytical and data-driven, with experience owning business P&L, ROI models, and profitability recommendations.
• Demonstrated leadership of cross-functional and product teams; experience building sales infrastructure and process is a plus.
• Willingness and ability to travel up to 50%.

Benefits

• Comprehensive full medical, dental and vision Insurance
• Basic Life Insurance at no cost to the employee
• Company paid short-term and long-term disability
• 12 weeks of 100% paid Parental Leave
• Health Savings Account (HSA)
• Flexible Spending Accounts (FSA)
• Retirement savings plan
• Personal Paid Time Off
• Paid holidays and company-wide Wellness Day off
• Paid time off to volunteer at nonprofit organizations
• Pet friendly office environment
• Commuter Benefits
• Group Pet Insurance
• On the job training and skills development
• Employee Assistance Program (EAP)