VP, Strategic Partnerships

Airvet Inc•Remote - USA,

1d•Remote

About The Position

Airvet is a rapidly growing startup backed by top venture investors, providing 24/7 access to licensed veterinarians and pet care providers through a telemedicine platform. As the #1-rated pet telemedicine app, Airvet aims to make pet care accessible and stress-free, extending this mission into the employee benefits space. The company is seeking a leader who thrives in a dynamic, high-growth environment to own and scale its partner ecosystem. This is a revenue-owning, revenue-driving, team-building leadership role reporting directly to the Chief Commercial Officer.

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

Nice To Haves

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

Responsibilities

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.
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 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.
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.