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About the Role

Independence Pet Holdings is seeking a B2B Sales & Operations Leader to drive North America sales expansion and commercial operations. This role will accelerate partner adoption, optimize operational excellence, and shape scalable commercial infrastructure for long-term success. The ideal candidate is data-driven, execution-focused, and has experience scaling sales systems in fast-growing, operationally complex environments.

Responsibilities

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.
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.
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.
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.
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.
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.
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.

Requirements

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.

Skills

B2B sales strategy
Pipeline management
Roadmap planning
Sales team leadership
Key performance metrics
Forecasting
Partner success
Partner programs
Co-marketing initiatives
Operational process improvement
CRM/RevOps systems
Partner onboarding
Lifecycle management
Executive communication
Negotiation
Relationship-building
Strategic planning
Analytical mindset
Data analysis

Location

Remote – USA
Preference given to New York City or Chicago

Work Type

Remote
Full-time

Experience Level

10+ years of B2B sales leadership

Benefits

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)

About the Company

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.
PetPlace is a subsidiary of Independence Pet Holdings (IPH, now Doubtless).
PetPlace is building a digital first pet e-commerce platform with the aim of connecting key market services such as adoption, lost pet and insurance to make pet care easy.
PetPlace is a leading B2B2C brand in the animal welfare industry, delivering innovative solutions spanning animal welfare software, microchipping, post-adoption support, lost pet recovery, insurance, and data-driven services for partners across shelters, veterinary networks, pet care providers and enterprise organizations.
It’s central data ecosystem houses the largest pet registry in North America, 24PetWatch, and provides support to pet parents who are looking to adopt or recently adopted through PetPlace.com.
ASPCA Pet Health Insurance, Embrace, Felix, Figo, Independence American Insurance Company, Pets Best, Pethealth, PetPartners, PetPlace, and Pumpkin are all operated by Independence Pet Holdings (IPH).

Equal Opportunity

At IPH, we welcome and encourage applications from individuals with disabilities. Accommodations are available upon request for candidates participating in all aspects of the selection process.