Strategic Account Director - Independent Software Vendors

Independence Pet Holdings•Ohio, OH

4d•$139,000 - $170,000•Remote

About The Position

Clarus is 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 highly commercial, partnership-driven role requires expertise in contract structuring, pricing strategy, and long-term ecosystem collaboration. The Director will advise partners and shape integrations, co-marketing, and growth within the animal health technology and insurance ecosystem while coordinating internal teams to deliver results. The role is remote in the USA and requires willingness and ability to travel up to 50%.

Requirements

10+ years of experience in enterprise sales, strategic partnerships, or business development within veterinary, animal health, insurance, or health tech.
Proven track record structuring and closing large, strategic partnerships with multiple stakeholders across the veterinary and animal health industry.
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.
Established relationships across corporate veterinary groups and KOLs.
Strong executive presence and excellent written, verbal, and presentation skills.
Experience developing brand strategy and go-to-market narratives.
Analytical and data-driven approach, with experience owning business P&L, ROI models, and profitability recommendations.
Demonstrated leadership of cross-functional and product teams.
Willingness and ability to travel up to 50%.

Nice To Haves

Experience building sales infrastructure and processes.

Responsibilities

Identify, develop, and expand relationships with PIMS and veterinary engagement platforms, building a strategic partnership pipeline aligned with company priorities.
Develop and launch joint go-to-market strategies and partnership frameworks, including referral models, co-selling motions, and B2B integration roadmaps.
Lead partner co-selling and co-marketing initiatives, including brand strategy, KOL engagement, and high-profile pilot programs.
Own complex enterprise deal cycles involving PIMS integrations and veterinary engagement platforms, from discovery through contract execution, while aligning multiple stakeholders.
Develop partner-specific business cases and ROI models; oversee business P&L and profitability recommendations tied to strategic agreements.
Drive sustained new revenue through strategic partnerships, track performance against targets, and optimize based on results.
Build and maintain sales infrastructure and reporting processes, such as Zoho, to manage deals, pipeline, and partner performance; communicate status, risks, and outcomes to stakeholders.
Lead negotiations on pricing models, revenue-share structures, and multi-year agreements with PIMS and engagement platform partners.
Work with Legal, Finance, and executive leadership to structure scalable deals and formalize long-term business partnerships.
Ensure contracts align with strategic objectives, partner economics, and long-term value realization in the software ecosystem.
Build relationships with senior executives, KOLs, and corporate veterinary groups, and establish governance and executive alignment across partner organizations.
Lead presentations and business reviews that turn industry insight into clear narratives, data, and action plans.
Advise partners on partnership strategy, integration priorities, and growth opportunities across animal health technology and insurance.
Coordinate cross-functional teams supporting partner onboarding, technical integrations, and B2B data connectivity.
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.
Partner with Product to scope, prioritize, and commercialize 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.