Director, Veterinary & Pet Distribution

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:     

Veterianry/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.