Head (SVP) of Leads

Marketing Seattle, Washington


Trupanion is a leading provider of medical insurance for cats and dogs in North America. Our mission is to help the pets we all love receive the veterinary care they need. At Trupanion we offer a collaborative, casual, and pet-friendly environment where everyone is encouraged to be themselves. 

Take a look inside our office and see for yourself:


The industry for medical insurance for pets is growing. With approximately 2% of pets enrolled and over 12,000,000 new puppies and kittens entering the market each year, the opportunity is enormous.

Trupanion is at the forefront of the industry’s growth and is looking to enhance its existing lead generation strategy to secure its position as the leading provider of medical insurance for pets.

Position Summary:

This newly created role will be responsible for leading a team of over 200+ existing team members and will report to Margi Tooth, Trupanion’s Chief Revenue Officer.

This new leader and their teams will be responsible for half of Trupanion’s sales and revenue growth. Specifically, they will oversee growing the distribution channels that drive leads to the company. The Head of Leads will collaborate closely with their counterpart, the Head of Conversion, who oversees the teams that convert these high quality leads into new pet enrollments.

Details of the distribution channels include:

  • The Veterinary Industry: North America has 28,000 veterinary hospitals that are visited by 120 million cats and dogs each year. Through our existing national salesforce (the Territory Partner Network), this is our primary distribution channel.
  • Direct Insurance Partner: We have partnered with one of the largest insurance companies in the industry that has over 20,000 independent agents selling into 1 in 4 households
  • Breeders: Each year, 12 million puppies and kittens are born to approximately 50,000 breeders
  • Employers: An increasing number of employers are offering medical insurance for pets to their employee benefits packages.

As an experienced cross-functional business leader, the Head of Leads will be instrumental in setting the strategic direction and securing operational alignment and efficiencies.

This role has a very competitive compensation package with no cap and a heavy weighting to performance.

The Role in more detail

To be successful in this role, you will be a seasoned leader with a strong track record of overseeing and driving fast-paced, ambitious teams to success. You will be a data-centric and analytical figurehead with a passion for developing new and improved approaches and driving change through business to business-led initiatives in an early-adopter market. Your leadership style will combine a natural ability to communicate directly and dynamically, with the charisma to drive pace and confidence across the business.

This position will be focused on the development of a highly talented team, nurturing and developing existing team members, and adding key business resources as needed. You will be required to advocate for and enable growth through our lead generating partner bases – maximizing our opportunities to seek access to as many of the uninsured, target market as possible.

The Head of Leads will have the senior-level operational, sales, and business experience and skillset to oversee the execution and operations of Trupanion’s channels. You will understand and appreciate the value of brand to build out an effective and scalable lead generating machine.

Key Responsibilities Include:

  • Oversee all Trupanion lead generating channels – namely veterinary, breeder and shelter
  • Lead a team of high-level performers consisting of operations, sales, and marketing talent and understand how to set direction and support a growing team of independent sales contractors (Territory Partners)
  • Analyze and interpret data, identify trends, and generally use data to inform key strategic business decisions
  • Represent lead generation for Trupanion and act as a true partner with key business functions (namely conversion, member experience, IT, finance and legal)
  • Develop core talent in the lead generating teams with a focus on individual team growth and fulfillment
  • Spot and develop new routes to market
  • Oversee a rapidly expanding budget with a focus on driving and increasing efficiencies of pet acquisition costs & working with key business stakeholders to maximize levers for increasing internal rates of return.


Please include a cover letter with your application!


  • 10+ years of team leadership experience; able to understand the relationship between lead and conversion-focused areas
  • Experience in a fast-paced environment with a proven track record of success
  • Lead Generation
  • B2B Client Relationship Building
  • B2B Sales
  • Strategic Planning
  • Data & analytics-driven – experience making data-driven decisions

Skills, Knowledge & Abilities:

  • Excellent communication skills with a bias to action through relationship building
  • Self-motivation with a clear bias for action, leadership, and teambuilding
  • Experience managing cross-functional teams and campaigns (on and offline)
  • Extensive experience with budgetary control and management
  • A team player and a leader


Benefits and Perks:

This role has a very competitive compensation package with no cap and a heavy weighting to performance.

  • Bonus opportunities
  • Full medical, dental and vision benefits at no cost to the employee
  • Four weeks paid time off
  • Five-week sabbatical after five years of employment
  • Restricted Stock Units
  • Open, casual, pet-friendly and fun office environment
  • Free dog walking services for “approved” office pets during business hours
  • Free pet health insurance (1 dog or cat)
  • Paid time off to volunteer at nonprofit organizations
  • Free on-site gym


Company Background 

Founded in 2000, Trupanion (NASDAQ: TRUP) offers medical insurance for cats and dogs in the United States, Canada and Puerto Rico through its affiliated entities.  

Trupanion is a registered trademark owned by Trupanion, Inc. Underwritten in Canada by Omega General Insurance Company and in the United States by American Pet Insurance Company. 6100 4th Ave S, Seattle, WA 98108. Please visit AmericanPetInsurance.com to review all available pet health insurance products.

Company Values

  • Caring: We care about each other.
  • Adhocracy: An adhocracy is intentionally ‘adhoc’ instead of bureaucratic. Adhocracies value the ability to adapt quickly, flexibility and employee empowerment (with an emphasis on individual initiative). Corporate levels exist in an adhocracy, but they are less strictly defined and valued than in traditional corporate environments.
  • Trusting: We trust one another with information
  • Sincere: We do what we say and say what we mean.
  • Devoted: We love pets.
  • Original: We are innovative and fair.
  • Genuine: We are free to express our true selves.
  • Simple: Simple is better.


For more information about Trupanion, visit http://trupanion.com/about


Trupanion is an equal opportunity employer and embraces diversity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.