Director, Veterinary & Pet Distribution

Pets Best Insurance Services, LLC; Arizona; On-site; USD 170,000 - 250,000; Full time

Benefits offered by this job

Healthcare

Dental & vision

Life insurance

Parental leave

Retirement plan

PTO

Wellness day off

Pet-friendly office

EAP

Training & development

Job summary

Pets Best Insurance Services, LLC is seeking a Director, Veterinary & Pet Distribution to own the strategy, growth and performance of the veterinary channel and broader pet ecosystem distribution. You'll secure and develop new partnerships and scale existing ones with veterinary groups, software providers, and pet services.

This role operates at strategic and operational levels, setting direction, influencing executives, and building scalable frameworks while leading a high-performing team

Qualifications

• 7+ years of experience in business development, partnerships, or distribution, preferably in insurance, benefits, fintech, or digital marketplaces.
• Proven success building and scaling affinity distribution channels.
• Experience managing and developing direct reports.
• Strong negotiation skills with experience structuring commercial and commission-based agreements.
• Highly analytical and comfortable using data to inform decisions and performance discussions.
• Excellent executive communication skills-written and verbal.

Responsibilities

• Define and own the end-to-end veterinary and pet distribution strategy, aligned to enterprise growth objectives.
• Establish multi-year growth plans, including NBW targets and partner penetration goals within the veterinary/pet channel.
• Prospecting, structuring, and negotiation of strategic partnerships and enterprise-level deals, including terms and API integrations.

Job description

Established in 2021, Independence Pet Holdings is a corporate holding company that manages a diverse and broad portfolio of modern pet health brands and services, including insurance, pet education, lost recovery services, and more throughout North America.

We believe pet insurance is more than a financial product and build solutions to simplify the pet parenting journey and help improve the well‑being of pets. As a leading authority in the pet category, we operate with a full stack of resources, capital, and services to support pet parents. Our multi‑brand and omni‑channel approach include our own insurance carrier, insurance brands and partner brands.

Pets Best, a subsidiary of Doubtless, offers pet insurance and wellness plans for dogs and cats in every state. Founded in 2005 with a mission to provide access to comprehensive animal healthcare at an affordable price, Pets Best delivers flexible coverage, an easy claims process, and excellent customer service.

Job Summary

Pets Best is seeking a Director, Veterinary & Pet Distribution who will own the strategy, growth, and performance of Pets Best’s veterinary industry and broader pet ecosystem distribution channel. This leader is responsible for securing and developing new partnerships and scaling existing partnerships across corporate owned veterinary practice groups, practice management and point solution software providers, pet services, and industry stakeholders while driving meaningful increases in new business written (NBW) and partner engagement.

This role operates at both a strategic and operational level - setting channel direction, influencing executive stakeholders, and building scalable frameworks - while also ensuring strong execution through a high-performing team. The Director will serve as the internal and external face of the Veterinary/Pet channel, representing the business in executive forums, industry relationships, and key strategic initiatives.

Job Location

Remote - USA

Main Responsibilities

Veterinary/Pet Channel Growth & Strategy

• Define and own the end-to-end veterinary and pet distribution strategy, aligned to Pets Best and IPH enterprise growth objectives.
• Establish multi-year growth plans, including NBW targets and partner penetration goals within the veterinary/pet channel.
• Prospecting, structuring, and negotiation of strategic partnerships and enterprise-level deals, including commercial terms, API integrations, and co-marketing agreements.

Partner Management & Performance

• Build and maintain executive-level relationships with key partners and industry stakeholders.
• Owns performance outcomes of the Vet/Pet channel, including sales, conversion, and partner ROI and retention
• Drive partner performance through joint business planning, performance reviews, and ongoing optimization efforts.

Cross-functional Collaboration

• Work cross functionally with partner marketing and sales enablement to execute go-to-market strategies, in addition to providing oversight on sales enablement activities
• Build, lead, and develop a high-performing, multi-functional team across business development, account management, and partner success
• Work with Finance and Analytics to ensure profitable growth, performance insights and partnership commission structures.
• Serve as a thought leader in the veterinary and pet ecosystems to identify trends, risks and opportunities as needed for forecasting and strategic planning

People Leadership & Team Development

• Lead, coach, and develop a Sr Account Executive, setting clear expectations, goals, and development plans.
• Foster a collaborative, accountable, and results-driven team culture.
• Ensure efficient division of responsibilities across prospecting support, partner onboarding, and ongoing account management.
• Provide ongoing feedback, performance management, and professional development support.

Basic Qualifications

• 7+ years of experience in business development, partnerships, or distribution, preferably in insurance, benefits, fintech, or digital marketplaces.
• Demonstrated success building and scaling affinity distribution channels.
• Proven experience managing and developing direct reports.
• Strong negotiation skills with experience structuring commercial and commission-based agreements.
• Highly analytical and comfortable using data to inform decisions and performance discussions.
• Excellent executive communication skills-written and verbal.
• Ability to operate comfortably in a fast-paced, growth-oriented environment with evolving priorities.

Preferred Qualifications

• Experience in pet insurance, insurance distribution, or employee benefits is a plus.
• Strong understanding of digital distribution, marketing funnels, and partner-driven acquisition models.
• Strategic thinker who is also willing to roll up their sleeves to execute.
• Collaborative leader with a balance of empathy, accountability, and decisiveness.

All of our jobs come with great benefits including healthcare, parental leave and opportunities for career advancements. Some offerings are dependent upon the location of where you work and can include the following:

• Comprehensive full medical, dental and vision Insurance
• Basic Life Insurance at no cost to the employee
• Company paid short-term and long-term disability
• 12 weeks of 100% paid Parental Leave
• Health Savings Account (HSA)
• Flexible Spending Accounts (FSA)
• Retirement savings plan
• Personal Paid Time Off
• Paid holidays and company-wide Wellness Day off
• Paid time off to volunteer at nonprofit organizations
• Pet friendly office environment
• Commuter Benefits
• Group Pet Insurance
• On the job training and skills development
• Employee Assistance Program (EAP)

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