VP, Strategic Partnerships

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership and expand Airvet’s partner ecosystem.

• Cultivate and enhance relationships with Lyra Health, Cariloop, bswift, and Workday Wellness.

• Discover, negotiate, and initiate new strategic partnerships.

• Act as the executive-level contact for partner escalations, quarterly business reviews (QBRs), and joint planning sessions.

• Identify growth opportunities including co-marketing, integrations, bundled offerings, and upsell strategies.

• Track partner performance against contractual obligations and revenue targets.

• Create and maintain a pipeline of new strategic partners.

• Drive partnership strategy and prioritize partners based on their revenue and strategic significance.

• Structure, negotiate, and finalize partnership agreements.

• Collaborate with Product, Legal, and Marketing teams to design and implement partnerships.

• Manage revenue targets sourced or influenced by partnerships.

• Develop forecasting, pipeline tracking, and reporting mechanisms for partnership revenue.

• Create pricing strategies, deal structures, and incentive models.

• Report progress to executive leadership regularly.

• Recruit, onboard, and guide a Strategic Partnerships team.

• Define team structure, roles, and career progression paths.

• Set objectives, mentor performance, and establish a repeatable partnership playbook.

• Implement pipeline reviews, partner health scorecards, and QBR templates.

⛳️ Requirements

• 8–12+ years of experience in partnerships, business development, or strategic alliances.

• Direct experience in managing enterprise partnerships with carriers/health plans, PEOs, wellness platforms, and benefits administration systems.

• Proven success in achieving partnership or channel revenue targets.

• Experience in building and leading a team from inception.

• Strong commercial negotiation abilities and expertise in structuring and closing complex partnership agreements.

• Capacity to operate at both strategic and tactical levels.

• Excellent executive presence with C-suite partner stakeholders.

• Established relationships with wellness platforms, point solutions, benefits administration systems, health plans/carriers, and PEOs.

• Experience with benefits administration integrations such as bswift and Workday.

• Familiarity with PEO co-employment and distribution models.

• Background in scaling a partnerships function from an early stage to a mature revenue-generating entity.

🏝️ Benefits

• Stock options.

• Medical, Dental, and Vision insurance, including coverage for Dependents.

• Flexible Spending and Health Savings Accounts.

• Telemedicine services and Employee Assistance Program (EAP).

• Life and Accidental Death & Dismemberment (AD&D) insurance.

• Discretionary time off (DTO), paid holidays, and a flexible time-off policy.

• Remote work options with a Los Angeles-based team.

• Benefits for Airvet Pet Telehealth.

• Monthly stipend for remote work expenses.

• Education reimbursement program.

• $75 monthly stipend for home office setup.

• Up to $500 annual reimbursement for education expenses.