Director of Strategic Partnerships

Core Responsibilities

1. Enterprise Relationship Ownership & Revenue Growth

• Own the end-to-end enterprise sales cycle for Scratch Checkout and future strategic products, from opportunity development to negotiation and close.
• Deepen adoption across large existing Scratch Pay partners through consultative, data-driven selling grounded in a genuine understanding of their business.

2. 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, financial/ROI analyses, and performance discussions that secure expansion and retention.

3. New Initiative Commercialization

• Act as the commercial and operational leader for new strategic initiatives like Scratch Rebates, driving early partner adoption, gathering feedback, and shaping product-market fit essentially as a founder would.
• Partner with Product to influence feature development and ensure initiatives align with enterprise customer needs.
• Build the financial models, sales enablement materials, pricing frameworks, and scalable go-to-market strategy for new offerings from scratch.

What We Are Looking For

• 7–10+ years of experience in strategy consulting, business operations, general management, enterprise sales, or strategic account management. We care more about the caliber of thinking and generalist range than the specific title. Direct experience selling into or operating within healthcare/multi-location corporate groups is a plus, not a prerequisite.
• Demonstrated ability to build financial models, business cases, and ROI analyses from scratch, and to use them to drive executive-level decisions.
• A track record of owning ambiguous, cross-functional problems end-to-end (from strategy to execution), rather than operating within an established process.
• Strong executive presence, with demonstrated ability to influence senior leaders, negotiate agreements, and drive alignment across functions.
• Experience managing large, high-value relationships and driving expansion within existing accounts (quota-carrying sales experience is a plus but not required).
• Demonstrated success launching or commercializing something new — a product, a market, a business line — including shaping early GTM motion and translating customer insight into strategy.
• Comfort operating as a generalist: equally willing to dig into a spreadsheet, run a partner meeting, and rally internal teams to unblock delivery.

What You Can Expect From Our Process

While these steps may vary slightly from role to role, we aim for a well-rounded interview approach for all involved.

1. A quick chat with People Ops (HR): To ensure logistics and team fit make sense from both sides.
2. Hiring Manager Interview: To dive deeper into your experience, fit for the role, and answer any questions you have about the team.
3. Panel Style Interview/Presentation or Live Coding (Tech roles): A practical exercise to showcase your skills and approach with a cross-functional panel.
4. Executive-Level Interviews & Reference Checks: A chance for you to meet our leaders, discuss big-picture alignment, and introduce us to your professional references.
5. In-Person Connection: We include an in-person visit at our Pasadena HQ, either as a final interview step or during your first week of onboarding, so we can connect face-to-face right from the start!

Why You'll Love Working Here

• Competitive base range of $175,000 - $200,000 and OTE of $220,000 - $240,000

While Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work. We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!

Alongside our collaborative team environment, we offer unlimited PTO, covered healthcare, flex benefits, 401(k) matching, cell plan reimbursement, monthly recognition opportunities, continuous learning resources, an equity retention program, and generous parental leave!

How to Apply

Ready to join our team? To apply, please visit our Scratch Careers Page. Be sure to:

1. Submit your resume.
2. Answer the custom questions provided.
3. 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.