Job Summary: The
B2B Sales & Operations Leader will lead North America sales expansion and commercial operations, reporting directly to executive leadership. The role will drive strategic growth across business-to-business channels, accelerating partner adoption, optimizing operational excellence, and shaping scalable commercial infrastructure for long-term success.
This role requires a data-driven, execution-focused leader who has built and scaled sales systems in fast-growing, operationally complex environments. The ideal candidate brings strong systems fluency, operational rigor, and a hands-on approach to driving performance through relationship building and problem solving.
This is an execution-first role with high expectations for ownership, accountability, and day-to-day operational impact as we scale and launch new products in the space.
Job Location: Remote - USA, preference given to New York City or Chicago
Main Responsibilities: Strategic Leadership & Revenue Growth:- Develop and execute the multi-year B2B sales strategy for software and microchipping in the shelter and veterinary industry.
- Build and manage a robust pipeline and drive roadmap planning that accelerates revenue and market penetration across priority B2B categories.
- Identify emerging opportunities in pet wellness, data products, digital media, and integrated partner solutions.
Sales Leadership & Partner Acquisition:- Lead, mentor, and scale high-performing B2B sales teams across direct sales, account management, and channel partnerships.
- Establish and monitor key performance metrics, cadence reviews, and forecasting accuracy.
- Drive adoption of 24Pet services (e.g., software, microchip sales and registrations, lost-pet recovery services, shelter solutions) and PetPlace consumer engagement products.
Partner Success & Retention:- Build a world-class partner success function ensuring seamless onboarding, ongoing value delivery, and high retention.
- Create partner programs, co-marketing initiatives, and data insights that strengthen partner relationships and recurring revenue.
Operational Excellence:- Oversee end-to-end B2B operational processes including contracting, fulfillment, billing, inventory coordination, and service delivery.
- Collaborate closely with operations, technology, product, marketing, and customer service to ensure scalable, efficient workflows.
- Implement systems and tools that enhance sales efficiency, data visibility, and performance management.
B2B Enterprise Partnerships:- Develop strategic roadmap for enterprise partnerships and integrations that will add value to our solutions, supporting acquisition and retention
- Lead relationships with external B2B enterprise partnerships to scale growth for both B2B and B2C
- Develop internal processes that support rigorous prioritization and seamless execution of partnerships, enabling faster scale and improved revenue outcomes.
Cross-Functional Collaboration:- Partner with Product to bring new B2B solutions to market informed by partner needs and market intelligence.
- Collaborate with Marketing (including B2B demand gen, partner communications, and vertical-specific messaging) to strengthen brand presence and lead generation.
- Work with Finance on forecasting, modeling, pricing strategy, and revenue optimization.
Market Intelligence & Thought Leadership- Monitor industry trends across animal welfare, veterinary care, shelter operations, pet insurance, pet wellness platforms, and consumer to inform future development.
- Represent 24Pet and PetPlace at industry events, trade shows, and executive partner meetings.
- Serve as a strategic advisor on the evolving B2B landscape and competitive positioning.
Basic Qualifications: - 10+ years of B2B sales leadership; experience in animal welfare, veterinary care, pet care, health-tech, SaaS, or related industries strongly preferred.
- Proven track record scaling multi-million-dollar revenue growth and building high-performing, cross-functional teams.
- Deep experience in operational process improvement, CRM/RevOps systems, partner onboarding, and lifecycle management.
- Exceptional executive communication, negotiation, relationship-building, and strategic planning skills.
- Comfort operating within a complex, matrixed environment and scaling programs across multiple brands or business units.
- Strong analytical mindset with the ability to use data to guide decisions and identify growth opportunities.
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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)
