Strategic Account Director – Pet Health Insurance
About The Position
Clarus is seeking a Strategic Account Director to lead strategic partnerships and enterprise growth across pet health insurance providers. This highly commercial, partnership-driven role calls for expertise in contract structuring, pricing strategy, and long-term ecosystem collaboration. The director will advise partners and shape how Clarus integrates, co-markets, and scales within the animal health technology and insurance ecosystem, coordinating internal teams to deliver results. The role spans partnership development, complex enterprise sales, contract and pricing negotiations, executive stakeholder engagement, partner onboarding and retention, and cross-functional product collaboration. The director will build relationships with senior partner executives, develop joint growth strategies, structure scalable agreements, guide integrations, and use reporting and analytics to improve partner performance. Travel of up to 50% is required.
Requirements
- 7–10+ years of experience in enterprise sales, strategic partnerships, or business development.
- Direct experience working with pet health insurance providers.
- Proven ability to structure and close large strategic deals with multiple stakeholders.
- Deep expertise in contract management, pricing strategy, and negotiations.
- Strong executive presence and excellent written, verbal, and presentation skills.
- Analytical and data-driven, with the ability to use reporting to inform strategy and measure outcomes.
- Demonstrated leadership of cross-functional initiatives.
- Willingness and ability to travel up to 50%.
Nice To Haves
- Experience in insurance, animal health, and/or health technology.
- Strong understanding of insurance models, reimbursement workflows, and/or veterinary software ecosystems.
- Prior people management experience.
Responsibilities
- Identify, develop, and expand relationships with pet health insurance providers and build an ecosystem pipeline aligned with strategic priorities.
- Develop joint go-to-market strategies and partnership frameworks, including referral models, co-selling motions, and integration roadmaps.
- Lead co-selling and co-marketing initiatives with partners, coordinating enablement, communications, and success metrics.
- Own complex enterprise deal cycles involving integrations, partnerships, and platform alignment, from discovery through contract execution.
- Develop partner-specific business cases and ROI models, and align internal stakeholders on pricing, scope, and expected outcomes.
- Drive revenue growth through strategic agreements and partner-led motions; track performance and optimize results.
- Establish governance, progress reporting, and success metrics for active deals and strategic partners; communicate status, risks, and outcomes to stakeholders and track performance against targets.
- Lead negotiations involving pricing models, revenue-share structures, and multi-year agreements.
- Work with Legal, Finance, and executive leadership to structure scalable deals and follow internal approval processes.
- Ensure contracts align with strategic objectives, partner economics, and long-term value realization.
- Build relationships with senior executives at partner organizations and establish governance and executive alignment.
- Lead presentations and business reviews with clear narratives, data, and action plans; advise partners on strategy, integration priorities, and growth opportunities.
- Coordinate cross-functional onboarding and integrations, including technical requirements, timelines, and partner communications.
- Monitor partner performance, adoption, and engagement; develop and execute retention and expansion plans.
- Identify and mitigate risks and uncover growth opportunities using data, partner feedback, and market insights.
- Work with Product to define integration needs, prioritize roadmap items, and improve partner and customer experiences.
- 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.
Benefits
- Comprehensive 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 a 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)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
