Strategic Accounts Director

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. We are seeking a Strategic Accounts Director to drive enterprise growth across corporate veterinary groups. This role owns the full account lifecycle—from targeted prospecting and complex deal execution to onboarding coordination, adoption, and retention. You will serve as a senior, trusted advisor to corporate veterinary leaders, translating customer goals into growth strategies, and coordinating internal teams to deliver measurable outcomes for customers and the business. Key Responsibilities Strategic Sales & Account Growth Identify, prioritize, and prospect corporate veterinary groups and consolidators; build a qualified pipeline aligned to growth targets. Own complex, multi-stakeholder sales cycles from initial engagement through close, including solution design, pricing, and internal approvals. Develop and execute account strategies aligned to customer business objectives to drive adoption, retention, and expansion. Executive Relationship Management Build and maintain relationships with C-level and senior stakeholders; establish credibility as a long-term partner. Serve as the primary point of contact for assigned accounts, managing expectations and driving issue resolution with urgency and diplomacy. Lead executive business reviews; communicate performance insights, agree on action plans, and hold stakeholders accountable to shared outcomes. Deal & Contract Ownership Structure, negotiate, and close enterprise agreements, ensuring commercial terms support profitable growth and customer success. Manage contract lifecycles in partnership with Legal and Finance, including renewals, amendments, and compliance with internal approval processes. Ensure alignment across stakeholders on scope, success metrics, implementation plans, and ongoing governance. Establish clear internal governance, progress reporting, and success metrics for active deals and strategic accounts; communicate status, risks, and outcomes to stakeholders and track performance against defined targets. Onboarding & Retention Leadership Orchestrate onboarding and implementation in partnership with Customer Success, Product, and Operations to ensure on-time, high-quality launches. Ensure smooth handoffs from sale to delivery and value realization, including customer communications, training readiness, and success measures. Monitor account health, adoption, and performance; proactively identify risks and expansion opportunities using data and customer insights. Industry & Partner Collaboration Collaborate with industry partners (e.g., distributors, service providers, technology partners) to support co-selling, implementation success, and ongoing account growth. Represent the company at key industry events and customer forums; share market insights and identify partnership opportunities. Cross-Functional Leadership Collaborate with Product and Operations to surface customer needs, recommend solutions, and influence roadmap and process priorities. Partner with Sales, Customer Success, and Implementation teams to align account plans, execute deliverables, and ensure a consistent customer experience. Use reporting and insights to guide decisions, forecast performance, and continuously improve account outcomes. Qualifications Proven ability to lead full deal cycles, including proposal development, contract negotiation, and closing. 10+ years of experience in strategic account management, enterprise sales, or customer success (animal health or adjacent B2B services preferred). Demonstrated success managing complex, multi-location and/or corporate accounts with multiple decision-makers. Strong executive presence with excellent written, verbal, and presentation skills. Analytical and data-driven; able to interpret performance reporting and translate insights into action plans. Comfort partnering cross-functionally across Sales, Product, Customer Success, Operations, Finance, and Legal. Demonstrated leadership of cross-functional initiatives; prior people management experience is a plus. Willingness and ability to travel up to 50%. 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) Interview Technology Notice: Please note that phone and video interviews or screenings may be recorded and transcribed using interview technology to support our recruitment process. By continuing with the interview, you consent to this use. 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