Director of Strategic Partnerships

Scratchpay; United States; Remote; USD 175,000 - 200,000; Full time

Benefits offered by this job

Remote-first

Unlimited PTO

Healthcare coverage

401k match

Cell plan reimbursement

Equity retention policy

Parental leave

Pasadena office access

Job summary

Scratch Financial in Pasadena, CA is seeking a Strategic Partnerships Director to drive enterprise revenue growth across Scratch's ecosystem. You will own the end-to-end enterprise relationships with large veterinary groups, from initial opportunity through negotiation and delivery across partnerships.

This role blends strategy, operations, and leadership as you build financial models, guide go-to-market efforts, and align internal teams to maximize partner value.

Qualifications

• 7–10+ years of experience in strategy consulting, business operations, general management, or enterprise sales.
• Experience managing large, high-value relationships and driving expansion within accounts.
• Ability to build financial models and ROI analyses from scratch.

Responsibilities

• Own end-to-end enterprise sales cycle from opportunity development to negotiation and close.
• Deepen adoption across existing partners through consultative, data-driven selling.
• Lead cross-functional initiatives and partner with Product to shape requirements.
• Develop pricing frameworks and scalable go-to-market strategies.

Skills

Strategic account management

Enterprise sales

Financial modeling

Cross-functional leadership

Negotiation

Executive relationship management

GTM strategy

Job description

Scratch Financial (“Scratch”) is a late-stage venture-backed financial technology business based in Pasadena, California. 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
• 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.

Scratch Checkout was launched during COVID and has since grown to serve 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 generalist operator to share the benefit of Scratch across new partners, and to provide consultative, strategic support to our current Scratch Pay partners as they look to maximize the benefit of our technology.

The Strategic Partnerships Director will be responsible for driving enterprise-level revenue growth across Scratch's ecosystem, but this is not a traditional sales role. It's a strategic, cross-functional ownership role for someone who can move fluidly between building the business case, negotiating the deal, and quarterbacking the internal teams that deliver on it. This role focuses on expanding adoption of Scratch Checkout within our existing Scratch Pay provider base, unlocking new enterprise partnerships, and leading the go-to-market motion for emerging initiatives. You will develop and manage deep relationships with large veterinary groups, providing consultative partnership through the sales cycle, cross-functional implementation, and internal advocacy as those relationships scale.

This role is ideal for someone with a strategy, business operations, or general management background who is equally comfortable building a financial model, running a business review with an executive, and mobilizing internal teams to deliver value for customers.

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.
• 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!

• 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.