Director of Strategic Accounts (Veterinary Corporations)

Independence Pet Group•New York, NY

1d•Remote

About The Position

Established in 2021, Independence Pet Holdings is a corporate holding company that manages a diverse and broad portfolio of modern pet health brands and services, including insurance, pet education, lost recovery services, and more throughout North America. We believe pet insurance is more than a financial product and build solutions to simplify the pet parenting journey and help improve the well-being of pets. As a leading authority in the pet category, we operate with a full stack of resources, capital, and services to support pet parents. Our multi-brand and omni-channel approach include our own insurance carrier, insurance brands and partner brands. Clarus is a subsidiary of Independence Pet Holdings (IPH), and pioneering pet health technology company on a mission to transform the future of pet healthcare. We are dynamic entrepreneurs improving pet health by providing trusted and transparent information across the entire pet health landscape. Join us in shaping a smarter, healthier future for pets everywhere. Job Summary: Clarus is seeking a Head of Corporate Accounts to drive enterprise growth across corporate veterinary groups. This role owns the full account lifecycle—from targeted prospecting and complex deal execution to onboarding coordination, adoption, and retention. You will serve as a senior, trusted advisor to corporate veterinary leaders, translating customer goals into growth strategies, and coordinating internal teams to deliver measurable outcomes for customers and the business. Job Location: Remote – USA

Requirements

Proven ability to lead full deal cycles, including proposal development, contract negotiation, and closing.
10+ years of experience in strategic account management, enterprise sales, or customer success (animal health or adjacent B2B services preferred).
Demonstrated success managing complex, multi-location and/or corporate accounts with multiple decision-makers.
Strong executive presence with excellent written, verbal, and presentation skills.
Analytical and data-driven; able to interpret performance reporting and translate insights into action plans.
Comfort partnering cross-functionally across Sales, Product, Customer Success, Operations, Finance, and Legal.
Demonstrated leadership of cross-functional initiatives; prior people management experience is a plus.
Willingness and ability to travel up to 50%.

Responsibilities

Strategic Sales & Account Growth Identify, prioritize, and prospect corporate veterinary groups and consolidators; build a qualified pipeline aligned to growth targets.
Own complex, multi-stakeholder sales cycles from initial engagement through close, including solution design, pricing, and internal approvals.
Develop and execute account strategies aligned to customer business objectives to drive adoption, retention, and expansion.
Executive Relationship Management Build and maintain relationships with C-level and senior stakeholders; establish credibility as a long-term partner.
Serve as the primary point of contact for assigned accounts, managing expectations and driving issue resolution with urgency and diplomacy.
Lead executive business reviews; communicate performance insights, agree on action plans, and hold stakeholders accountable to shared outcomes.
Deal & Contract Ownership Structure, negotiate, and close enterprise agreements, ensuring commercial terms support profitable growth and customer success.
Manage contract lifecycles in partnership with Legal and Finance, including renewals, amendments, and compliance with internal approval processes.
Ensure alignment across stakeholders on scope, success metrics, implementation plans, and ongoing governance.
Establish clear internal governance, progress reporting, and success metrics for active deals and strategic accounts; communicate status, risks, and outcomes to stakeholders and track performance against defined targets.
Onboarding & Retention Leadership Orchestrate onboarding and implementation in partnership with Customer Success, Product, and Operations to ensure on-time, high-quality launches.
Ensure smooth handoffs from sale to delivery and value realization, including customer communications, training readiness, and success measures.
Monitor account health, adoption, and performance; proactively identify risks and expansion opportunities using data and customer insights.
Industry & Partner Collaboration Collaborate with industry partners (e.g., distributors, service providers, technology partners) to support co-selling, implementation success, and ongoing account growth.
Represent the company at key industry events and customer forums; share market insights and identify partnership opportunities.
Cross-Functional Leadership Collaborate with Product and Operations to surface customer needs, recommend solutions, and influence roadmap and process priorities.
Partner with Sales, Customer Success, and Implementation teams to align account plans, execute deliverables, and ensure a consistent customer experience.
Use reporting and insights to guide decisions, forecast performance, and continuously improve account outcomes.