Sales and Operations Leader

Role Overview

• 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.

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)