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.

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.