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. The chosen candidate will serve as a senior advisor to partners, shaping integration and co‑marketing initiatives while coordinating internal teams to deliver results.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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%.

• 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)