Sales Development Representative

Scratch Financial (“Scratch”) is a late stage venture-backed financial technology business based in Pasadena, California. At Scratch, everything starts and ends with our mission: being the payment partner of choice for veterinary practices and helping pet parents access the care their animals need without financial barriers. Driven by our award-winning technology, Scratch has become the fastest growing financing provider in veterinary care, with a partner network of 17,000+ practices across the U.S. and Canada.

Scratch has 2 main products:

1. Scratch Pay: Point-of-sale lending, including a BNPL offering and longer-term payment plans
2. Scratch Checkout: Payment processing that is integrated with the veterinary practice management software

We are a company built on the foundation of transforming the way pet healthcare payments are done, and we are looking for innovators who share our commitment to shaping the future of veterinary care financing. If putting compassion first, helping tell the story of groundbreaking products and continuously learning & refining to achieve exceptional outcomes sounds like you, then we encourage you to apply.

Being a Sales Development Representative (SDR) at Scratch is both challenging and rewarding. This is an opportunity for those who want to be part of something bigger than themselves: improving the lives of pets and the people who care for them. We fulfill our vision with industry-leading payment solutions like Scratch Checkout, which streamlines payments and offers financing options directly at the practice.

SDRs at Scratch play a critical role in connecting with veterinary hospitals, educating them on how Scratch Checkout can simplify payment processing, increase client satisfaction, and improve cash flow for their practices. This role requires resilience, empathy, and a solutions-oriented mindset. You can expect to make cold calls, respond to inbound interest, and build relationships with busy veterinary professionals facing challenges in delivering care while managing business operations.

Our team is collaborative, supportive, and driven by a shared belief that technology can make veterinary care more accessible. Joining Scratch means working alongside smart, passionate teammates who care deeply about animals, their owners, and the professionals who treat them.

What You'll Do

• Promote Scratch Checkout to veterinary hospitals, clinics, and practice groups via phone, email, and social outreach.
• Master the value proposition and benefits of Scratch’s payment platform and financing options.
• Generate and qualify leads through cold-calling, targeted email campaigns, and account research.
• Book meetings and product demos for Account Executives with qualified prospects.
• Maintain accurate records of outreach activities and customer information in HubSpot for transparency and pipeline management.
• Stay informed on veterinary industry trends, payment technology developments, and competitor offerings.
• Travel periodically (approximately quarterly) to veterinary conferences, industry trade shows, and partner clinics to foster sales opportunities.
• Drive results through a positive, proactive, and no-excuses attitude on every call and meeting.
• Consistently meet or exceed pipeline creation and meeting-setting metrics.

What We're Looking For

• Previous sales experience, ideally within the FinTech industry.
• Strong ability to understand and communicate technology solutions clearly to non-technical audiences.
• Previous success in meeting or exceeding quotas as a Sales Development Representative, Inside Sales Representative, Account Executive, or similar role.
• Experience using modern sales tools including HubSpot, Gong, and Google Workspace.
• Excellent communication, relationship-building, and negotiation skills.
• Entrepreneurial, self-starter mindset with outstanding time management skills.
• Bachelor’s degree in Business, Marketing, or related field preferred.
• Ability and willingness to travel roughly on a quarterly basis for industry events, trade shows, and field visits to key veterinary clinics.
• Hybrid model in our Pasadena office: Tuesday - Thursday in office will be expected.

Preferred Qualifications

• 1+ year of outbound B2B SaaS sales experience.
• Prior experience working in a fast-paced startup environment or high-growth company.

The Team

Our sales team works collaboratively with veterinary practices to improve care accessibility and streamline payment workflows. We educate, inspire, and empower teams to provide care without the constraints of upfront payment concerns.

At Scratch, you’ll receive access to robust sales enablement tools, industry insights, and collaborative mentorship. Every team member is invested in your success, ensuring you have the support and resources needed to excel. You will thrive here if you are motivated by a solutions-focused sales environment and find fulfillment in helping veterinary teams deliver compassionate care through smarter payment options.

What You Can Expect From Our Process

While these steps may vary slightly from role to role, we aim for a well-rounded interview approach for all involved.

1. A quick chat with People Ops (HR): To ensure logistics and team fit make sense from both sides.
2. Hiring Manager Interview: To dive deeper into your experience, fit for the role, and answer any questions you have about the team.
3. Live Sales Exercise: A practical exercise to showcase your skills and approach
4. Executive-Level Interviews & Reference Checks: A chance for you to meet our leaders, discuss big-picture alignment, and introduce us to your professional references.
5. In-Person Connection: We include an in-person visit at our Pasadena HQ, either as a final interview step or during your first week of onboarding, so we can connect face-to-face right from the start!

Competitive base salary ranging from $70,000 - $75,000 and OTE of $80,000 - $100,000 + equity

While Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work. We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!

Alongside our collaborative team environment, we offer unlimited PTO, covered healthcare, flex benefits, 401(k) matching, cell plan reimbursement, monthly recognition opportunities, continuous learning resources, an equity retention program, and generous parental leave!

How to Apply

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

1. Submit your resume.
2. Answer the custom questions provided.
3. 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

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.