Director of Strategic Accounts

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 Accounts 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 pay ranging from $150,000 - $175,000 OTE

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:

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.