Director of Strategic Partnerships

Job description

Position Overview In the four years since launching, payment processing has evolved from our first customer to serving many of the industry’s largest, most sophisticated and most demanding hospital networks. With Scratch now providing payment services to thousands of enterprise locations, we are looking for a leader to share the benefit of Scratch across new partners, and to provide consultative services to our current partner as they look to maximize the benefit of our technology. The Director of Strategic Partnerships will be responsible for driving enterprise-level revenue growth across Scratch’s ecosystem. This role focuses on expanding adoption of Scratch Checkout within our existing Scratch Pay provider base, unlocking new enterprise partnerships, and leading the sales and go-to-market motion for emerging initiatives such as Scratch Rebates. You will develop and manage deep relationships with large veterinary groups, providing consultative partnership through the sales cycle, cross-functional implementations, and internal advocacy as those relationships scale. This role is ideal for someone who is equally comfortable hunting for new enterprise opportunities, nurturing complex relationships, influencing executives, and mobilizing internal teams to deliver value for customers. What You'll Do Enterprise Sales & Revenue Growth Own the end-to-end enterprise sales cycle for Scratch Checkout and future strategic products, from lead generation to negotiation and close. Deepen adoption across large existing Scratch Pay partners through consultative, data-driven selling. Strategic Account Management Build and manage executive-level relationships within high-value accounts, serving as a trusted advisor on strategic and operational initiatives. Conduct business reviews, performance analyses, and ROI discussions to secure expansion and retention New Initiative Commercialization (e.g., Rebates) Act as the commercial leader for new strategic initiatives like Scratch Rebates, driving early partner adoption, gathering feedback, and shaping product-market fit. Partner with Product to influence feature development and ensure initiatives align with enterprise customer needs. Build sales enablement materials, pricing frameworks, and scalable go-to-market strategies for new offerings. What We Are Looking For 7–10+ years of enterprise sales or strategic account management experience in tech (e.g., fintech, payments, SaaS), with a strong preference for candidates who have sold into veterinary corporate groups. Proven track record of exceeding revenue targets and driving growth within long, complex sales cycles. Deep experience selling into multi-location or enterprise organizations, with the ability to navigate matrixed structures and multiple stakeholder groups. Strong executive presence, with demonstrated ability to influence senior leaders, negotiate strategic agreements, and drive alignment across functions. Expertise in consultative, data-driven selling, including conducting ROI analyses, performance reviews, and strategic business discussions that drive towards mutually aligned KPIs. Experience managing large, high-value accounts, building long-term relationships, and driving expansion within existing customers. Demonstrated success launching or commercializing new products, including shaping early GTM motions and gathering customer insights to inform product strategy. Why You'll Love Working Here Competitive base range of $175,000 - $200,000 and OTE of $220,000 - $240,000 Scratch is a remote-first company, giving ultimate flexibility to today's nomadic work style. For those who prefer a hybrid model, we do have an office space in Pasadena available for use (which is stocked with snacks & various beverages). We offer unlimited PTO, covered healthcare, 401k match, cell plan reimbursement, and monthly recognition opportunities. We also provide learning platforms and resources for all to keep growing. Not only that, but we have an equity retention policy to ensure you grow as the company grows financially, as well. And if your family is growing, we offer generous parental leave, too! How to Apply Ready to join our team? To apply, please visit our Scratch Careers Page . Be sure to: Submit your resume. Answer the custom questions provided. Feel free to add any additional information or documents you believe are relevant to your application. We look forward to reviewing your application! *Our team will ONLY contact you from the domain @scratchpay.com or @ats.rippling.com Our Commitment We’re innovators who care deeply about the lives of pets, their owners, and veterinary professionals. We believe diversity strengthens our team and drives better solutions. Scratch is committed to diversity in its workforce and is proud to be an equal opportunity employer. Scratch considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. Who We Are Scratch Financial (“Scratch”) is a late stage venture-backed financial technology business based in Pasadena, California. At Scratch, everything starts and ends with our mission: being the payment partner of choice for veterinary practices and helping pet parents access the care their animals need without financial barriers. Driven by our award-winning technology, Scratch has become the fastest growing financing provider in veterinary care, with a partner network of 15,000+ practices across the U.S. and Canada. Scratch has 2 main products: Scratch Pay: Point-of-sale client facing lending, including a BNPL offering and longer-term payment plans Scratch Checkout: Payment processing that is integrated with the veterinary practice management software We are a company built on the foundation of transforming the way pet healthcare payments are done, and we are looking for innovators who share our commitment to shaping the future of veterinary care financing. If putting compassion first, helping tell the story of groundbreaking products and continuously learning & refining to achieve exceptional outcomes sounds like you, then we encourage you to apply.