Strategic Account Director – Pet Health Insurance

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.

Overview Clarus is seeking a Strategic Account Director - Pet Health Insurance to lead strategic partnerships and enterprise growth across pet health insurance providers. 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.

Key Responsibilities Strategic Partnership Development Identify, develop, and expand relationships with pet health insurance providers; 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,…