Director of Strategic Accounts, Scratchpay
$150-175k
OTE
+ Equity retention policy to ensure you grow as the company grows financially
Healthcare financing provider
Job no longer available
Healthcare financing provider
21-100 employees
Job no longer available
$150-175k
OTE
+ Equity retention policy to ensure you grow as the company grows financially
21-100 employees
Company mission
Scratchpay's mission is to help more patients and pets get access to the care they need to live happy lives.
Role
Who you are
- This role is ideal for someone who is equally comfortable hunting for new enterprise opportunities, nurturing complex relationships, influencing executives, and mobilizing internal teams to deliver value for customers
- 7–10+ years of enterprise sales or strategic account management experience in tech (e.g., fintech, payments, SaaS), with a strong preference for candidates who have sold into veterinary corporate groups
- Proven track record of exceeding revenue targets and driving growth within long, complex sales cycles
- Deep experience selling into multi-location or enterprise organizations, with the ability to navigate matrixed structures and multiple stakeholder groups
- Strong executive presence, with demonstrated ability to influence senior leaders, negotiate strategic agreements, and drive alignment across functions
- Expertise in consultative, data-driven selling, including conducting ROI analyses, performance reviews, and strategic business discussions that drive towards mutually aligned KPIs
- Experience managing large, high-value accounts, building long-term relationships, and driving expansion within existing customers
- Demonstrated success launching or commercializing new products, including shaping early GTM motions and gathering customer insights to inform product strategy
What the job involves
- In the four years since launching, payment processing has evolved from our first customer to serving 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 leader to share the benefit of Scratch across new partners, and to provide consultative services to our current partner as they look to maximize the benefit of our technology
- The Director of Strategic Accounts will be responsible for driving enterprise-level revenue growth across Scratch’s ecosystem
- Own the end-to-end enterprise sales cycle for Scratch Checkout and future strategic products, from lead generation to negotiation and close
- Deepen adoption across large existing Scratch Pay partners through consultative, data-driven selling
- Build and manage executive-level relationships within high-value accounts, serving as a trusted advisor on strategic and operational initiatives
- Conduct business reviews, performance analyses, and ROI discussions to secure expansion and retention
- Act as the commercial leader for new strategic initiatives like Scratch Rebates, driving early partner adoption, gathering feedback, and shaping product-market fit
- Partner with Product to influence feature development and ensure initiatives align with enterprise customer needs
- Build sales enablement materials, pricing frameworks, and scalable go-to-market strategies for new offerings
Application process
- Submit your resume
- Answer the custom questions provided
- Feel free to add any additional information or documents you believe are relevant to your application
- We look forward to reviewing your application!
Our take
Access to healthcare for both humans and pets can often be unaffordable, but the nature of the situation means people are forced to find a way to pay. This often involves unfair lending rates or hidden fees within payment plans, a tactic that unfairly preys on those least able to afford it.
Scratchpay provides healthcare financing solutions for both human and pet healthcare, allowing customers to apply for payment plans across various time periods. The company provides its "Take 5" plan of five bi-weekly payments at zero percent interest, a plan which doesn't include hidden fees and is not subject to prepayment penalties or deferred interest.
The company has raised considerable funding which will be invested in developing new technology to help medical providers better connect with their clients and manage the end-to-end patient experience. Scratch is processing over $1 billion in payments annually, and is planning for further expansion as the popularity of buy now, pay later services continues to grow in the health care sector.
Freddie
Company Specialist at Welcome to the Jungle
Insights
28% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Sep 2022
$35m
SERIES C
Sep 2020
$0.8m
EARLY VC
Total funding: $58.9m
Company benefits
- 401(k)
Company HQ
Eagle Rock, Los Angeles, CA
Leadership
John Keatley
(Co-Founder & CEO)Experience as Director of Financial Planning & Analysis, Vice President of Finance, and CFO of Green Dot Corporation from 2004 to 2013. CFO of Klarna from 2013 to 2015.
Caleb Morse
(Co-Founder & President)Senior Analyst of FP&A & Revenue and Senior Director of Banking Operations for Green Dot Corporation from 2007 to 2012. Experience as CFO and Head of Growth for Meridith Baer Home.
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