Vice President, Business Development

Meet Instinct

Instinct Science is at the forefront of veterinary innovation, comprised of world-class tools that have served our industry for decades: easy-to-use veterinary practice software (Instinct EMR), an essential resource for expanding your knowledge and skills (Clinician's Brief), clinical and pharmaceutical decision support (Standards of Care & Plumb's), and an AI scribing platform (ScribbleVet). Combined, Instinct Science offers an ecosystem that veterinarians rely on for every aspect and stage of their careers.

At Instinct Science, we believe in leading with compassion. Our team, our customers, and their patients and clients are the foundation of everything we do. Our culture is guided by our U.C.A.R.E. values: We move fast because our mission matters, we put customers at the center of every decision, and we treat each other with kindness and high standards.

A Sneak Peek of Your Role

This is a fully remote role. 

This is an individual contributor selling role. You will own Instinct's most strategic relationships — large corporate veterinary organizations, PE-backed consolidators, and university teaching hospitals — and your job is to grow them.

You're a closer. You bring a sophisticated, relationship-first approach to complex, multi-stakeholder deals, and you know how to navigate a long sales cycle with patience and precision. You're as comfortable presenting to a CEO, CMO, or CFO as you are building trust with a Chief Medical Officer over multiple conversations. You get on a plane. You show up. You win the room. That's not an obligation — it's how you operate.

This isn't a role for someone who wants to build a team or manage people. It's for someone who wants to be in the market, in front of customers, closing the deals that matter most.

What You'll Do ️

Own and Grow the Enterprise Book

• Own Instinct's named account list across large corporate veterinary organizations, PE-backed consolidators, and university teaching hospital
• Build and develop strategic relationships at the executive level including CEO, CMO, CIO, CTO, and CFO within target accounts
• Navigate complex, multi-stakeholder buying processes across clinical, operational, IT, finance, and executive functions to drive deals to close
• Manage the full sales cycle on enterprise opportunities from initial outreach through discovery, business case development, executive presentations, commercial negotiation, and close
• Drive penetration into new named accounts while deepening and expanding relationships within existing accounts
• Identify and develop cross-sell and upsell opportunities across Instinct's full product suite including EMR, Scribblevet, Standards of Care, Plumb's, and ITP
• Travel regularly to named accounts for in-person presentations, executive meetings, relationship development, and industry conferences where key accounts are present

Work the Market

• Leverage your existing industry network while intentionally building new strategic relationships within target accounts
• Stay deeply connected to trends in veterinary consolidation, PE-backed platform activity, and enterprise purchasing dynamics
• Navigate PE-backed consolidator buying groups and multi-stakeholder commercial structures to accelerate deal velocity
• Represent Instinct at key industry events, conferences, and executive forums as a credible and compelling presence
• Act as a trusted advisor to enterprise customers, connecting the dots between their clinical, operational, and strategic needs and how Instinct's full product portfolio can help

Collaborate and Contribute

• Partner with the ER/Spec and GP segment leaders to align on named account strategy and ensure seamless coverage across enterprise and segment motions
• Work with Marketing on ABM strategy and enterprise-specific campaigns to support pipeline generation
• Collaborate with Customer Success to ensure enterprise accounts go live successfully, within a reasonable timeframe, and with no material implementation issues
• Act as an internal advocate for enterprise account needs, surfacing product gaps or features required to support go-lives and long-term retention
• Bring market intelligence and customer feedback back to Product, Marketing, and Executive Leadership to inform roadmap and positioning
• Maintain accurate pipeline forecasting and deal activity in HubSpot

Who You Are ‍
Must Haves:

• 10+ years in a senior enterprise sales or business development role with a track record of closing large, complex, high-value deals through relationship-led selling
• Deep experience navigating enterprise or multi-site organizations with long sales cycles and executive-level buying committees
• Demonstrated ability to build credibility and present confidently at the CEO, CMO, CIO, CTO, and CFO level within large, complex organizations
• A genuine network within veterinary corporate groups, consolidators, or large multi-site organizations, or a demonstrated ability to build one quickly
• Comfortable and energized by in-person selling; you see travel, conferences, and face-to-face meetings as a competitive advantage, not an obligation
• An AI-first mindset; you use technology and AI tools to move faster, prioritize smarter, and operate with urgency across your pipeline
• Strong instincts for when to lead, when to collaborate, and how to bring the right people into the right conversation
• Exceptional executive presence and communication; you build trust and credibility quickly at every level of an organization
• Proficiency with CRM tools, HubSpot strongly preferred
• Willingness and ability to travel regularly to customers, named accounts, events, and company gatherings

Preferred:

• Direct experience selling into large veterinary corporate groups, PE-backed consolidators, or university teaching hospitals
• Existing relationships within PE-backed veterinary platforms or large specialty/ER operators
• Experience selling EMR, practice management, or other mission-critical healthcare software
• Familiarity with veterinary practice management workflows, implementation cycles, and post-sale go-live requirements
• Experience working alongside a segment-based go-to-market organization

How Instinct will Care about YOU

• We offer a supportive and caring work environment.
• We are transparent, open, honest, and empathic, both internally and externally.
• We pay our team well. 
• We offer medical, dental and vision benefits and 401K with match.
• We give our team owner-like flexibility over work and time-off, including time to innovate and Flow State Fridays.
• We offer a generous stipend that can be used for almost anything to allow you to bring your best self to work.
• We provide all-expense-paid time throughout the year together, including at our annual retreat.

The compensation range for this role is $130,000 - $300,000. This range reflects a mix of base salary and variable compensation earned through performance, and actual compensation will be determined through a variety of factors including the candidate's skills, qualifications, and experience.

Instinct is an equal opportunity employer committed to equality and providing a pleasant work environment free from harassment or discrimination in any form. All employees will be treated equally without regard to race, color, religion, sex, sexual orientation, gender identity, family or parental status, national origin, ancestry, veteran, or disability status.

If you require accommodations throughout any part of the pre-employment process, please contact our Recruiting team at View email address on us.fitly.work