VP, Strategic Partnerships

VP, Strategic PartnershipsAbout Airvet:Founded in 2018, Airvet provides 24/7 access to video visits and chats with thousands of licensed veterinarians and pet care providers, delivered as a highly valued employee benefit to companies like Adobe, Manulife, Freshpet, Dayforce, and Coke Northeast.Airvet is the #1-rated pet telemedicine app on the App Store, with over 7,500 reviews and a 4.9/5-star rating. To date, Airvet has helped 300,000+ pet families in the United States, Canada, India, Brazil, the UK, Ireland, and Germany..Read more about Airvet in the news:Profile: Brandon Werber, Founder & CEO at AirvetAirvet receives 90+ NPS from employer clients for the second year in a rowEBN: How telehealth is saving this employee thousands in vet billsAirvet’s mission is to make pet care accessible and stress-free. Our platform extends that mission into the employee benefits space, helping employers support their workforce with modern, engaging, and affordable veterinary benefits. We’re a high-growth startup backed by top venture investors, and we’re looking for leaders who thrive in a dynamic, high-growth environment.About the RoleWe're looking for a VP, Strategic Partnerships to own and scale our partner ecosystem. This leader will manage and deepen our existing relationships with partners such as Lyra Health, Cariloop, bswift, and Workday Wellness, while identifying, negotiating, and launching new strategic partnerships (e.g., Aight) that expand our distribution and product value across these channels. This is a revenue-owning, revenue-driving, team-building leadership role reporting directly to the Chief Commercial Officer.What You'll DoManage & Grow Existing PartnershipsOwn the day-to-day and strategic relationship with key partners including Lyra, Cariloop, bswift, and Workday Wellness. Develop and execute a path to close revenue through the partnerships.Serve as the executive-level point of contact for partner escalations, QBRs, and joint planning with Sales and Consultant Relations. Identify expansion opportunities within existing partnerships (co-marketing, integrations, bundled offerings, upsell paths)Monitor partner performance against contractual and revenue commitmentsDevelop New PartnershipsBuild and manage a pipeline of net-new strategic partners across core channelsLead partnership strategy: identify white space, evaluate fit, and prioritize based on revenue and strategic value within each channelStructure, negotiate, and close partnership agreements (commercial terms, integration scope, co-selling models)Partner cross-functionally with Product, Legal, and Marketing to design and launch new partnershipsOwn RevenueOwn an annual partnership-sourced/influenced revenue target Build the forecasting, pipeline tracking, and reporting cadence for partnership revenueDevelop pricing, deal structures, and incentive models that align partner and company economicsReport progress against target to executive leadershipBuild / Manage the TeamHire, onboard, and lead a Strategic Partnerships team (e.g., partnership managers)Define team structure, roles, and career paths as the function scalesSet goals, coach performance, and instill a repeatable partnership playbook (sourcing, evaluating, negotiating, launching, managing)Establish operating rhythms: pipeline reviews, partner health scorecards, QBR templatesWhat You Bring8–12+ years in partnerships, business development, or strategic alliancesDirect experience managing enterprise partnerships with carriers/health plans, PEOs, wellness platforms (e.g., Lyra, Cariloop), and ben admin systems (e.g., bswift, Workday)Proven track record owning and hitting a partnership or channel revenue targetExperience building and leading a team from the ground upStrong commercial negotiation skills — you've structured and closed complex partnership agreementsComfortable operating at both strategic (exec relationships, deal strategy) and tactical (pipeline hygiene, partner enablement) levelsExcellent executive presence; you'll represent the company with C-suite partner stakeholdersExisting relationships with wellness platforms, point solutions, ben admin platforms, health plans/carriers, PEOs, etc. Experience with benefits administration integrations (e.g., bswift, Workday)Familiarity with PEO co-employment/distribution modelsBackground scaling a partnerships function from early stage to a mature revenue engineWhat Success Looks Like (First 12 Months)Existing partnerships (Lyra, Cariloop, bswift, Workday Wellness) are retained, healthy, expanded, and driving meaningful revenue New strategic partnership(s), including Aight, launched and generating pipeline/revenuePartnership revenue target achieved or on pacePartnerships team hired and operating against a defined playbook and reporting cadenceCOMPENSATION/PERKSCompetitive salaryStock optionsMedical, Dental, and Vision coverage, including DependentsFlexible Spending and Health Savings AccountsTelemedicine and Employee Assistance Program (EAP)Life and AD&D policiesDTO (discretionary time off), paid holidays, and a flexible time-off approachLos Angeles-based and Remote Work teamAirvet Pet Telehealth benefitsMonthly stipend for remote workContinued education reimbursement program$75 monthly stipend for home officeUp to $500 annual education reimbursementClosing Statement:Airvet is dedicated to working with the highest-skilled people from the most inclusive talent pool feasible. We maintain that diversity in all aspects leads to positive change, solutions, and innovation for our customers and employee career fulfillment. All qualified individuals are encouraged to apply.We will consider qualified applicants with arrest and conviction records in accordance with applicable law, including the San Francisco Fair Chance Ordinance.