Director of Strategic Partnerships
$175,000–$200,000 year
Remote
Job Summary
Own the end-to-end enterprise sales cycle for Scratch Checkout, driving revenue growth through lead generation, negotiation, and close with large veterinary groups. Deepen adoption across existing Scratch Pay partners via consultative, data-driven selling and secure expansion through business reviews and ROI discussions. Act as the commercial leader for new initiatives like Scratch Rebates, partnering with Product to shape go-to-market strategies, pricing frameworks, and scalable adoption motions. Build and manage executive-level relationships within high-value accounts, serving as a trusted advisor to influence senior leaders and drive alignment across functions.
Required Qualifications
- 7–10+ years of enterprise sales or strategic account management experience in tech (e.g., fintech, payments, SaaS)
- Proven track record of exceeding revenue targets and driving growth within long, complex sales cycles
- Deep experience selling into multi-location or enterprise organizations
- Ability to navigate matrixed structures and multiple stakeholder groups
- Strong executive presence
- Demonstrated ability to influence senior leaders
- Ability to negotiate strategic agreements
- Ability to drive alignment across functions
- Expertise in consultative, data-driven selling
- Ability to conduct ROI analyses
- Ability to conduct performance reviews
- Ability to conduct strategic business discussions
- Ability to drive towards mutually aligned KPIs
- Experience managing large, high-value accounts
- Ability to build long-term relationships
- Ability to drive expansion within existing customers
- Demonstrated success launching or commercializing new products
- Ability to shape early GTM motions
- Ability to gather customer insights
- Ability to inform product strategy
- Preference for candidates who have sold into veterinary corporate groups
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