Director, Business Development at Vetster

Join our mission:

Vetster is seeking a Director of Business Development to own and scale our employer and group benefits business, including Vetster for Business (VFB) and Vetster for Groups (VFG). This role is responsible for driving new partner acquisition, expanding existing accounts, and delivering long-term growth and retention across some of Vetster’s most high-impact enterprise relationships.

This is a hands-on, revenue-owning enterprise role spanning the full commercial lifecycle — from prospecting and deal execution through onboarding, launch, renewal, and expansion. You will ensure Vetster’s services are seamlessly integrated into partner ecosystems, and that usage, engagement, and outcomes are consistently optimized.

Reporting directly to the VP of Enterprise, this role blends strategic sales leadership, partner ownership, and executional rigor. You will work closely with employers, brokers, consultants, property groups, and associations to position Vetster as a differentiated, modern pet care benefit, while partnering cross-functionally to bring programs to life and scale them effectively.

The ideal candidate thrives in a fast-paced, high-growth environment and is equally comfortable leading partner conversations, managing complex internal workflows, and translating insights into renewals and expansion. You operate with both strategic altitude and executional precision, and are energized by building durable enterprise programs that compound over time.

Please note that this is a hybrid role with 2 days per week at Vetster HQ, 14 Birch Avenue, Toronto (Yonge and Summerhill)

Responsibilities

Own revenue growth across Vetster for Business through strategic business development and account expansion
Develop and execute channel strategies targeting employers, brokers, consultants, property managers, and group administrators
Manage the full sales cycle from initial outreach through contract negotiation, launch, and renewal
Build and maintain strong relationships with senior stakeholders across partner organizations
In partnership with your internal team, lead new partner launches, working cross-functionally to coordinate onboarding, enablement, and go-to-market execution
Expand existing accounts through renewals, upsells, and multi-year partnerships
Track all partner activity, pipeline, revenue forecasts, and account health in CRM tools
Respond to RFPs, RFIs, and inbound partnership opportunities in a timely and professional manner
Represent Vetster externally at client meetings, industry events, conferences, and networking forums
Collaborate closely with Marketing to develop employer-ready sales collateral, benefit positioning, and enablement materials
Partner with internal teams to continuously improve onboarding, reporting, and lifecycle management processes
Monitor competitive landscape, industry trends, and evolving expectations within employer and group benefits

What You Bring:

6+ years of experience in B2B business development, enterprise sales, or partnerships
Proven experience selling into employers, brokers, consultants, or benefit-adjacent channels preferred
Strong understanding of voluntary benefits, employee benefits, or group-based distribution models
Track record of owning and growing revenue through complex, consultative sales cycles
Experience managing large, multi-stakeholder accounts with long-term renewal dynamics
Comfortable working with data, forecasts, and performance metrics to guide sales strategy
Excellent communication, presentation, and relationship-building skills
Ability to operate independently in a fast-moving, high-growth environment
Bachelor’s degree in business, marketing, or related field (or equivalent experience)
Willingness to travel up to 25% for partner meetings, conferences, and events

Compensation and Benefits

The expected salary band for this position is $100,000-$120,000
Quarterly performance-based variable compensation tied to revenue and growth (details of which will be shared in your preliminary call with Mike Wilson, VP of Enterprise)
Unlimited access to Vetster for your pets.
Dog-friendly office environment.
Generous vacation and personal day policy.
Comprehensive health and dental benefits for you and your family.
RRSP matching and Employee Stock Option Plan.
Parental leave top-up
Opportunities for career growth and international assignments.
A culture of inclusivity, equity, and team engagement.

Our Hiring Process

We believe in a transparent and respectful hiring process. Here’s what you can expect:

Stage 1: Introductory Meeting: A 30-minute Google Meet video call with Keltie Neville (People Operations) to share more about the role and Vetster and to learn more about you.

Stage 2: Skills Interview: A 45-minute Google Meet video interview with Mike Wilson (VP, Enterprise), where he will take you through our sales roadmap and learn more about your skills and experience.

Stage 3: In-person Interview and Discussion: Vetster HQ (14 Birch Avenue, Toronto) with Mike Wilson (VP, Enterprise) and other members of the Senior Leadership Team.

We use a third-party for reference and background checks at the time of offer.

Ready to Make a Difference?

Embark on a fulfilling journey with us to shape the future of pet healthcare through design. If you're driven by innovation, collaboration, and a love for pets, apply now to join our mission-driven team.

Accommodations

Vetster welcomes and encourages applications from everyone! We are committed to accommodating candidates in ways that will make them comfortable and successful throughout the hiring process - both physically and mentally. These accommodations are available at every stage of the application process upon request.

AI Use Statement

For this role, we will use AI screening in our Applicant Tracking System (ATS) to identify keywords and minimum qualifications. People Operations will review all results.