VP, Strategic Partnerships

Airvet•Walnut Creek, CA

22h•Hybrid

About The Position

About Airvet: Founded in 2018, Airvet provides 24/7 access to video visits and chats with thousands of licensed veterinarians and pet care providers, delivered as a highly valued employee benefit to companies like Adobe, Manulife, Freshpet, Dayforce, and Coke Northeast. Airvet is the #1-rated pet telemedicine app on the App Store, with over 7,500 reviews and a 4.9/5-star rating. To date, Airvet has helped 300,000+ pet families in the United States, Canada, India, Brazil, the UK, Ireland, and Germany. Airvet’s mission is to make pet care accessible and stress-free. Our platform extends that mission into the employee benefits space, helping employers support their workforce with modern, engaging, and affordable veterinary benefits. We’re a high-growth startup backed by top venture investors, and we’re looking for leaders who thrive in a dynamic, high-growth environment.

Requirements

8–12+ years in partnerships, business development, or strategic alliances
Direct experience managing enterprise partnerships with carriers/health plans, PEOs, wellness platforms (e.g., Lyra, Cariloop), and ben admin systems (e.g., bswift, Workday)
Proven track record owning and hitting a partnership or channel revenue target
Experience building and leading a team from the ground up
Strong commercial negotiation skills — you've structured and closed complex partnership agreements
Comfortable operating at both strategic (exec relationships, deal strategy) and tactical (pipeline hygiene, partner enablement) levels
Excellent executive presence; you'll represent the company with C-suite partner stakeholders
Existing relationships with wellness platforms, point solutions, ben admin platforms, health plans/carriers, PEOs, etc.
Experience with benefits administration integrations (e.g., bswift, Workday)
Familiarity with PEO co-employment/distribution models
Background scaling a partnerships function from early stage to a mature revenue engine

Nice To Haves

What Success Looks Like (First 12 Months): Existing partnerships (Lyra, Cariloop, bswift, Workday Wellness) are retained, healthy, expanded, and driving meaningful revenue. New strategic partnership(s), including Aight, launched and generating pipeline/revenue. Partnership revenue target achieved or on pace. Partnerships team hired and operating against a defined playbook and reporting cadence.

Responsibilities

Manage & Grow Existing Partnerships: Own the day-to-day and strategic relationship with key partners including Lyra, Cariloop, bswift, and Workday Wellness. Develop and execute a path to close revenue through the partnerships. Serve as the executive-level point of contact for partner escalations, QBRs, and joint planning with Sales and Consultant Relations. Identify expansion opportunities within existing partnerships (co-marketing, integrations, bundled offerings, upsell paths). Monitor partner performance against contractual and revenue commitments.
Develop New Partnerships: Build and manage a pipeline of net-new strategic partners across core channels. Lead partnership strategy: identify white space, evaluate fit, and prioritize based on revenue and strategic value within each channel. Structure, negotiate, and close partnership agreements (commercial terms, integration scope, co-selling models). Partner cross-functionally with Product, Legal, and Marketing to design and launch new partnerships.
Own Revenue: Own an annual partnership-sourced/influenced revenue target. Build the forecasting, pipeline tracking, and reporting cadence for partnership revenue. Develop pricing, deal structures, and incentive models that align partner and company economics. Report progress against target to executive leadership.
Build / Manage the Team: Hire, onboard, and lead a Strategic Partnerships team (e.g., partnership managers). Define team structure, roles, and career paths as the function scales. Set goals, coach performance, and instill a repeatable partnership playbook (sourcing, evaluating, negotiating, launching, managing). Establish operating rhythms: pipeline reviews, partner health scorecards, QBR templates.