Strategic Account Director – Pet Health Insurance & PIMS

Job Summary: Clarus is seeking a Strategic Account Director – Pet Health Insurance & PIMS to lead strategic partnerships and enterprise growth across pet health insurance providers and Practice Information Management System (PIMS) platforms. This role is highly commercial and partnership-driven, requiring expertise in contract structuring, pricing strategy, and long-term ecosystem collaboration. You will serve as a senior advisor to partners, shaping how we integrate, co-market, and scale within the broader animal health technology and insurance ecosystem while coordinating internal teams to deliver results. Job Location: Remote – USA Main Responsibilities: Strategic Partnership Development

• Identify, develop, and expand relationships with pet health insurance providers and PIMS platforms; build an ecosystem pipeline aligned to strategic priorities.
• Develop joint go-to-market strategies and partnership frameworks (e.g., referral models, co-selling motions, integration roadmaps) that drive mutual growth.
• Lead co-selling and co-marketing initiatives with partners; coordinate enablement, communications, and success metrics.

Enterprise Sales & Deal Leadership

• Own complex enterprise deal cycles involving integrations, partnerships, and platform alignment, from discovery through contract execution.
• Develop business cases and ROI models tailored to partner needs; align internal stakeholders on pricing, scope, and expected outcomes.
• Drive revenue growth through strategic agreements and partner-led motions; track performance and optimize based on results.
• Establish clear internal governance, progress reporting, and success metrics for active deals and strategic partners; communicate status, risks, and outcomes to stakeholders and track performance against defined targets.

Advanced Contract & Pricing Negotiation

• Lead contract negotiations, including pricing models, revenue-share structures, and multi-year agreements.
• Partner with Legal, Finance, and executive leadership to structure scalable deals and ensure adherence to internal approval processes.
• Ensure contracts align with strategic objectives, partner economics, and long-term value realization.

Executive Stakeholder Engagement

• Build and manage relationships with senior executives across partner organizations; establish governance and executive alignment.
• Lead high-impact presentations and business reviews with clear narratives, data, and action plans.
• Serve as a trusted advisor on partnership strategy, integration priorities, and growth opportunities.

Onboarding, Integration & Retention

• Coordinate cross-functional teams to support onboarding and integrations, including technical requirements, timelines, and partner communications.
• Monitor performance, adoption, and engagement; develop and execute retention and expansion plans with partners and internal teams.
• Identify and mitigate risks while uncovering new growth opportunities through data, partner feedback, and market insights.

Cross-Functional & Product Collaboration

• Partner 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 over time.

Basic Qualifications:

• Proven ability to structure and close large, strategic deals with multiple stakeholders.
• 7-10+ years of experience in enterprise sales, strategic partnerships, or business development (Insurance, animal health, and/or health tech preferred).
• Direct experience working with pet health insurance providers and/or PIMS platforms.
• Deep expertise in contract management, pricing strategy, and negotiations.
• Strong understanding of insurance models, reimbursement workflows, and/or veterinary software ecosystems are strongly preferred.
• Strong executive presence with excellent written, verbal, and presentation skills.
• Analytical and data-driven; able to leverage reporting to inform strategy and measure outcomes.
• Demonstrated leadership of cross-functional initiatives; prior people management experience is a plus.
• Willingness and ability to travel up to 50%.

Interview Technology Notice: Please note that phone and video interviews or screenings may be recorded and transcribed using interview technology to support our recruitment process. By continuing with the interview, you consent to this use. Text Messaging Notice: If you provide a mobile phone number, you may receive job-related communications via text message. Message and data rates may apply. You may opt out of text communications at any time by replying “STOP.” #LI-Remote All of our jobs come with great benefits including healthcare, parental leave and opportunities for career advancements. Some offerings are dependent upon the location of where you work and can include the following:

• Comprehensive full 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 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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