Senior Key Account Manager, Enterprise

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, which serve as our daily compass:

• Urgency : We move with speed because our mission is too important to wait. Urgency means prioritizing high-impact work, making timely decisions, and being highly responsive to our customers, partners, and fellow employees.
• Customer First: We're our customers' (and this profession's) biggest fans. We put them first and obsess over helping them solve their challenges.
• Act with Grace, Not Teeth: We treat people with kindness, humor, humility, and assume good intent. We ask what we would want if we were in the other person's shoes.
• Right Things, Right Reasons: We take ownership of all tasks, big and small. When we make mistakes, we own them, fix them quickly, and learn.
• Excellence is in our DNA: We hold ourselves and each other to high standards because our work is too important to do otherwise.

A Sneak Peek of Your Role

This job, and the team at Instinct, is remote.

We are seeking a Senior Key Account Manager to join our Business Development team. This is not an entry-level account management role - it is a high-impact, executive-facing position for someone who has earned credibility in complex, enterprise sales environments and is ready to operate as a true business development partner.

You will own Instinct's most strategic enterprise relationships - including corporate veterinary groups, health systems, and multi-location organizations - while serving as an extension of the VP of BD in advancing new strategic partnerships. You will represent the full Instinct portfolio: Instinct EMR, Decision Support (Clinician's Brief, Standards of Care, Plumb's), Payments, and ScribbleVet AI.

The ideal candidate brings deep domain credibility in veterinary or healthcare enterprise sales, excels at navigating complex buying committees, and can shift seamlessly from C-suite relationship management to detailed commercial negotiation.

What You'll Do

Your time and energy will be strategically focused across four core pillars:

1. Enterprise Account Strategy & Retention

• Own a portfolio of Instinct's highest-value enterprise accounts - corporate groups, multi-location organizations, health systems, and strategic anchor clients
• Serve as the senior executive point of contact, building deep relationships with C-suite and VP-level stakeholders across each account
• Develop and execute multi-year account plans that drive expansion, reduce churn risk, and position Instinct as a long-term strategic partner
• Monitor account health signals and intervene proactively to protect and grow net revenue retention (NRR)
• Lead contract renewals and commercial renegotiations with confidence; protect pricing integrity while delivering clear ROI narratives
• Act as the internal voice of the enterprise customer - synthesizing feedback and advocating for product, support, and operational resources across the organization

2. New Enterprise Business Development

• Partner closely with the VP of Business Development to identify, develop, and close new enterprise opportunities in corporate, health system, university, and strategic segments
• Own a personal pipeline of net-new enterprise prospects; manage the full cycle from initial engagement through final contract execution
• Build and maintain executive-level relationships at target accounts before an active opportunity exists - playing the long game on strategic wins
• Lead and coordinate complex, multi-stakeholder RFP responses and proposals; bring together internal SMEs, implementation, and product to deliver compelling, tailored solutions
• Represent Instinct at industry conferences, trade shows, and executive forums to build brand presence and pipeline in the enterprise segment

3. VP of Business Development Support & Strategic Initiatives

• Serve as a trusted extension of the VP of Business Development, stepping in to advance relationships, prepare materials, and execute on strategic priorities
• Prepare executive briefings, account plans, QBR decks, and partnership summaries in support of VP-led initiatives
• Support deal structuring, pricing strategy, and commercial modeling on strategic and non-standard opportunities
• Contribute to GTM strategy development for the Enterprise segment - including ideal customer profiles, playbook design, and competitive positioning
• Help evaluate and onboard strategic channel partners or co-sell relationships as the BD team scales

4. Cross-Portfolio Expansion & Solution Selling

• Identify and act on expansion opportunities across the full Instinct portfolio within existing enterprise accounts - EMR, Decision Support, Payments, and ScribbleVet AI
• Lead solution-mapping conversations that connect enterprise clinical and operational pain points to bundled Instinct offerings
• Conduct or coordinate executive-level demonstrations of ScribbleVet AI and other platform capabilities as needed to accelerate enterprise decisions
• Partner with marketing and product to shape enterprise-facing collateral, case studies, and ROI tools

Who You Are

• Must Haves:
  • 7+ years in enterprise account management, strategic sales, or business development - ideally in veterinary, animal health, or healthcare SaaS
  • Demonstrated success owning and growing complex enterprise accounts with multi-year, multi-stakeholder sales cycles; experience with six- and seven-figure TCV deals
  • Comfortable building relationships and presenting at the C-suite level; trusted advisor instinct with consultative, not transactional, approach
  • Strong grasp of contract structures, SaaS pricing, and commercial negotiation; able to model ROI and build business cases independently
  • Familiarity with the veterinary practice management landscape - corporate groups, independent practices, GPO dynamics, and technology adoption patterns - is a strong plus
  • Fluency in how AI is transforming clinical and operational workflows; ability to translate technical capabilities into strategic value for non-technical enterprise buyers
  • Proven ability to work cross-functionally - coordinating with product, marketing, operations, and implementation to deliver on enterprise commitments
  • Disciplined pipeline management in HubSpot or equivalent CRM; meticulous follow-through on complex, multi-threaded opportunities
  • Ability to travel up to 25%

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 $135,000 - $200,000. 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 People team at [email protected]