Clarus is a subsidiary of Independence Pet Holdings (IPH). Clarus is a cutting-edge pet health data technology company dedicated to revolutionizing the pet healthcare landscape through innovative software solutions. True to our name, which means to see clearly, we are a dynamic, entrepreneurial organization that is committed to improving pet health by providing trusted and transparent information through technological innovation.

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.

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.

Job Location: Remote – USA

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.
• 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, 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%.

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