Who We Are 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 15,000+ practices across the U.S. and Canada. Scratch has 2 main products: - Scratch Pay: Point-of-sale lending, including a BNPL offering and longer-term payment plans - Scratch Checkout: Payment processing 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. Position Overview 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. - 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. - For those local to Pasadena, CA - a hybrid model of 3 days in office will be expected. Preferred Qualifications - 1+ year of inbound/outbound sales experience. - Background in veterinary, pet healthcare, or healthcare technology sales is a plus. - 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. Why You'll Love Working Here - Competitive base salary ranging from $60,000 - $70,000 and OTE of $80,000 - $100,000 Scratch is a remote-first company, giving ultimate flexibility to today's nomadic work style. For those who prefer a hybrid model, we do have an office space in Pasadena available for use (which is stocked with snacks & various beverages). We offer unlimited PTO, covered healthcare, 401k match, cell plan reimbursement, and monthly recognition opportunities. We also provide learning platforms and resources for all to keep growing. Not only that, but we have an equity retention policy to ensure you grow as the company grows financially, as well. And if your family is growing, we offer generous parental leave, too! How to ApplyReady 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 domains @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.

• Coordinate with the Business Development team to nurture prospects through the sales process • Conduct lead generating activities including outbound calls and emails • Assisting in the demo creation process (including branded collateral and follow-up materials as needed) • Support and follow up inbound sales leads from prospective B2B customers • Learn about prospects’ goals and critical pain points • Help prospects understand our B2B value proposition • Strive to continuously improve the sales process • Being a hands-on team member

• Proactively identify and research potential customers in the target market through various channels, including cold calling, outbound prospecting, social media • Engage with leads to assess their needs, pain points, and fit for the company's products or services. Conduct thorough qualification and discovery conversations to understand their requirements and determine if there is a potential opportunity • Initiate contact with through personalised and compelling communication, including phone calls, emails, and social media interactions • Be a trusted advisor to the customer and help them with the right document workflow solution by establishing relationships at all levels in customer organisation. • Anticipate and handle objections during the sales process articulating clear and concise responses that position the benefits of the platform.

• Identify, prospect, and qualify potential clients • Conduct active prospecting using digital tools • Analyze ideal customer profile • Organize and maintain the sales pipeline • Maintain ongoing contact with leads • Schedule qualified meetings • Produce regular sales reports