Strategic Account Director - Independent Software Vendors

At Clarus, we are harnessing intelligence to propel pet health towards a brighter, smarter, more connected future. A future where information flows freely across caregivers & care environments, insights are more instant and actionable, and financial decisions are empowered.

For us, that future starts by fundamentally changing how pet insurance operates. We’re engineering systems that decomplexify coverage and facilitate reimbursement, so more pets can get the care they deserve.

Our team of pet industry veterans and passionate pet people come from across the tech and health continuums. Together, we’re openly challenging industry convention in service of creating totally new possibilities. Which is why our culture is built on the values of curiosity, entrepreneurship, humility and fierce collaboration.

Job Description

We are 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 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.

Location: Remote, USA

Key Responsibilities

Strategic Partnership Development

• Identify, develop, and expand relationships with PIMS platforms, and veterinary engagement platforms; build a strategic partnership pipeline aligned to company priorities.
• Develop and launch joint go-to-market strategies and partnership frameworks (e.g., referral models, co-selling motions, B2B integration roadmaps) that drive mutual growth across the veterinary and insurance ecosystem.
• Lead co-selling and co-marketing initiatives with partners, including brand strategy, KOL engagement, and high-profile pilot programs that build trusted, long-term relationships.

Enterprise Sales & Deal Leadership

• Own complex enterprise deal cycles involving PIMS integrations and veterinary engagement platforms, and multi-stakeholder alignment, from discovery through contract execution.
• Develop business cases and ROI models tailored to partner needs; oversee business P&L and profitability recommendations tied to strategic agreements.
• Drive sustained new revenue growth through strategic partnerships; track performance against targets and optimize based on results.
• Build and maintain sales infrastructure and reporting processes (e.g., Zoho) to manage active deals, pipeline, and partner performance; communicate status, risks, and outcomes to stakeholders.

Advanced Contract & Pricing Negotiation

• Lead contract negotiations, including pricing models, revenue-share structures, and multi-year agreements, across PIMS and engagement platform partners.
• Partner with Legal, Finance, and executive leadership to structure scalable deals and formalize new long-term business partnerships.
• Ensure contracts align with strategic objectives, partner economics, and long-term value realization within the software ecosystem.

Executive Stakeholder Engagement

• Build and manage relationships with senior executives, key opinion leaders (KOLs), and corporate veterinary groups; establish governance and executive alignment across partner organizations.
• Lead high-impact presentations and business reviews that translate industry insight into clear narratives, data, and action plans.
• Serve as a trusted advisor on partnership strategy, integration priorities, and growth opportunities across the animal health technology and insurance landscape.

Onboarding, Integration & Retention

• Coordinate cross-functional teams to support onboarding, technical integrations, and B2B data connectivity for engagement platform and PIMS partners.
• 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 scope, prioritize, and commercialize new 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 over time.

Qualifications

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

Compensation:
National base pay range: $139,000 – $170,000 per year. This is the range we reasonably expect to pay at hire. Placement within the range depends on job-related factors such as experience, skills, and certifications. This position is not eligible for bonus (STI) or incentive pay (LTI). Base pay is one part of a total rewards package that includes the benefits listed below.

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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