Director of Strategy & Growth

Role Description

Scratch is hiring a Director of Strategy & Growth to lead enterprise expansion efforts and drive new product and partnership initiatives. This role partners closely with Sales, Product, Finance, and executive leadership to translate strategic priorities into funded business cases, operationalized pilots, and scaled revenue programs. This is a hands-on leadership role requiring fluency in enterprise commercial strategy, financial modeling, and cross-functional execution. The Director, Strategy & Growth will own the proposal and renewals motion for our enterprise payments business and the pilot design and commercialization roadmap that drives new revenue and product expansion across our consolidator and strategic account base.

What You'll Do

• Pilot Design, Execution & Commercialization:
  • Lead the planning and execution of 3–5 strategic pilots annually, including scope definition, success metrics, operational requirements, and stakeholder alignment across Commercial, Product, and Leadership.
  • Act as the strategic operator for high-priority new initiatives (e.g., wellness plan programs, new lending structures, rebate programs), ensuring strong execution, accountability, and cross-functional coordination.
  • Evaluate pilot performance against defined success criteria and drive go/no-go decisions; develop commercialization strategies to scale successful programs into enterprise or product offerings.
  • Translate pilot learnings into repeatable playbooks and commercial frameworks for future launches.
• Executive & Cross-Functional Support:
  • Support executive leadership with strategic analysis, presentations, and recommendations related to enterprise growth opportunities and new business initiatives.
  • Collaborate with Finance, Analytics, and Product to quantify the revenue and margin impact of commercial programs and surface findings in a clear, executive-ready format.
  • Serve as a connective layer across teams, ensuring that strategic priorities set at the leadership level translate into actionable, well-scoped workstreams with clear owners and timelines.
• Enterprise Proposals & Renewals:
  • Serve as the primary commercial strategist for enterprise account renewals and expansions, building the financial models, cost-savings analyses, and ROI frameworks that support go-to-market execution.
  • Develop executive-ready business cases and proposals for consolidator and strategic account negotiations, including surcharging adoption programs, product bundling, and volume-based pricing structures.
  • Own renewal outcomes across assigned enterprise accounts, targeting 100%+ gross margin retention through payments renewals, surcharge adoption, or incremental product expansion.
  • Partner with the Enterprise Account Management team to align commercial strategy with account-level relationship dynamics and surfaced opportunities.
• Strategic Initiatives:
  • Serve as the operational backbone for Scratch's highest-priority in-flight programs, maintaining accountability to timelines, milestones, and executive reporting cadences.
  • Coordinate cross-functional workstreams across Sales, Product, Finance, and external partners to keep programs moving and surface blockers early.
  • Maintain a clear view of program status across the portfolio, ensuring the right stakeholders have the visibility they need to make decisions.
  • Apply lessons from active programs to sharpen execution on future initiatives.

Qualifications

• 5+ years of experience in management consulting, corporate strategy, or a chief-of-staff function, with demonstrated ability to drive complex, cross-functional initiatives from scoping through execution in a fast-moving environment.
• Proven ability to take ambiguous strategic priorities and translate them into concrete, executable plans with defined scope, metrics, and stakeholder alignment.
• Strong financial modeling fluency: comfortable building and owning cost-savings analyses, ROI models, and pricing scenarios in Excel.
• Comfort with data and analytics tools (including SQL and BI platforms such as Sigma or BigQuery) to independently pull and pressure-test the numbers behind a business case.
• Excellent communication and presentation skills, with experience preparing and delivering executive-ready materials.
• Experience partnering cross-functionally with Sales, Product, Finance, and executive leadership with the ability to translate between strategic intent and operational execution.

Benefits

• Competitive base salary ranging from $190,000 - $220,000.
• Remote-first company with flexibility for hybrid work.
• Unlimited PTO.
• Covered healthcare.
• 401k match.
• Cell plan reimbursement.
• Monthly recognition opportunities.
• Learning platforms and resources for growth.
• Equity retention policy.
• Generous parental leave.

How to Apply

Ready to join our team? To apply, please visit our Scratch Careers Page. Be sure to:

• Submit your resume.
• Answer the custom questions provided.
• Feel free to add any additional information or documents you believe are relevant to your application.

We look forward to reviewing your application!

*Our team will ONLY contact you from the domain @scratchpay.com or @ats.rippling.com

Our Commitment

We’re innovators who care deeply about the lives of pets, their owners, and veterinary professionals. We believe diversity strengthens our team and drives better solutions. Scratch is committed to diversity in its workforce and is proud to be an equal opportunity employer. Scratch considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.