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.

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;
• Led 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;
• 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
• 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%.