Note: The job is a remote job and is open to candidates in USA. Instinct Science is at the forefront of veterinary innovation, offering a range of essential tools and resources for veterinarians. They are seeking a Vice President of Business Development to manage strategic relationships and drive sales within large corporate veterinary organizations and university teaching hospitals.
Responsibilities
- 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
- 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
- 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
Skills
- 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
- 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
Benefits
- 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.
Company Overview