Strategic Account Manager

Pumpkin; California (MO); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Health Insurance

Parental Leave

Retirement plan

Paid time off

Pet-friendly office

Job summary

Pumpkin is seeking a Strategic Account Manager to support our veterinarian channel, expand our customer base, and drive revenue growth. This role focuses on building strong client relationships, executing effective sales strategies, and educating veterinary professionals on the value of pet insurance.

The position requires 5+ years in sales, field experience, and a proactive, entrepreneurial mindset. Travel across the San Diego region is expected, with in-field days and weekly coordination with

Qualifications

• 5+ years of sales experience, including field/outside sales.
• Experience in low-structure or start-up environments.
• Strategic and creative approach to sales.
• Entrepreneurial spirit and self-starter attitude.
• Experience with concept selling in B2B or B2B2C environments.
• Strong data analysis and territory planning skills.
• Ability to obtain a Property & Casualty License within 30 days.
• Ability to work nights and weekends.
• Bachelor’s degree or equivalent work experience.

Responsibilities

• Actively pursue and close new business, targeting consistent quarter-over-quarter growth.
• Own and manage a portfolio of 125–150 accounts to drive quotes, policies, and revenue.
• Conduct an average of 24 product training sessions per quarter.
• Develop and execute customized sales strategies using data and performance insights.
• Serve as a trusted advisor and subject‑matter expert to veterinary partners, fostering long‑term client relationships.
• Build strategic partnerships and maintain a strong pipeline of new opportunities.
• Combine persuasive presentations with relentless follow up to drive behavior change.

Skills

Sales leadership

B2B/B2B2C

Data analysis

Territory planning

Negotiation

Time management

Education

Bachelor’s degree or equivalent

Tools

Salesforce CRM

Job description

Pumpkin, a subsidiary of IPH, offers premium accident & illness coverage and wellness plans for dogs and cats. Founded in 2020, our plans help families afford advanced diagnostics and treatments – from routine to critical care – so their pets can live longer, healthier lives.

Our nationwide team of 200+ pairs pet health expertise with purpose-built technology to make care without compromise possible. Pumpkin’s deep understanding of the science and finance of veterinary care makes us an asset to our more than 10,000 nationwide veterinary professional partners and is one reason we are trusted by nine out of ten surveyed veterinarians.

Our consumers love us, too. We are the #1-rated pet insurance brand on Google, have a 4.9-star rating on TrustPilot and are one of the fastest-growing pet health companies in the US. We have insured over 230,000 pets and paid more than $176 million in claims since launch. Pumpkin also offers PumpkinNow, the only urgent pay service that can pay pet parents for eligible claims before they pay vet bills — making it one of the fastest claims experiences in pet insurance. Beyond accidents and illnesses, Pumpkin Wellness Club provides preventive care plans that help pay for everything from routine vet visits to grooming.

At Pumpkin, we believe pet parenthood is parenthood. While life with pets looks different than raising human children, the responsibility, commitment, and love run just as deep. That belief is why we exist: to help parents choose the best care for their loved ones – without compromise.

Pumpkin is a subsidiary of Independence Pet Holdings (IPH). Pumpkin, promises uncompromising care to the cats & dogs we love unconditionally. By helping prevent future health risks and ensuring access to gold-standard veterinary medicine and individualized support when it matters most–we aim to enable $1/2B in life-extending and life-saving treatment over the next five years.

Job Summary

Pumpkin is seeking an Strategic Account Manager who is highly motivated and results‑driven to support our veterinarian channel, expand our customer base, and drive revenue growth. This role focuses on building strong client relationships, executing effective sales strategies, and educating veterinary professionals on the value of pet insurance.

Job Location

San Diego, CA - This is a field‑based position, requiring weekly territory travel throughout the San Diego, Orange County and Temecula areas, with 4 in‑field days and 1 home office day per week.

Main Responsibilities

• Actively pursue and close new business, targeting consistent quarter‑over‑quarter growth
• Own and manage a portfolio of 125–150 accounts to drive quotes, policies, and revenue
• Conduct an average of 24 product training sessions per quarter
• Develop and execute customized sales strategies using data and performance insights
• Serve as a trusted advisor and subject‑matter expert to veterinary partners, fostering long‑term client relationships.
• Build strategic partnerships and maintain a strong pipeline of new opportunities
• Combine persuasive presentations with relentless follow up to drive behavior change

Basic Qualifications

• 5+ years of sales experience, including 2+ year of field/outside sales
• Proven success in low‑structure or start‑up environments
• Strategic and creative approach to sales
• Entrepreneurial spirit and a self-starter attitude
• Experience with concept selling in B2B or B2B2C environments
• Strong data analysis and territory planning skills
• Solid foundation in core sales skills (route planning, objection handling, closing)
• Ability to obtain a Property & Casualty License within 30 days
• Ability to work nights and weekends
• Bachelor’s degree or equivalent work experience

Preferred Qualifications

• Salesforce CRM experience
• Pet insurance experience
• Active P&C Producer’s License

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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