Sales Development Manager

Instinct Science•Doylestown, PA

5d•$110,000 - $155,000•Remote

About The Position

Instinct Science builds an ecosystem of AI-powered and clinical software products used across veterinary medicine: ScribbleVet (AI documentation), Instinct EMR, Instinct Treatment Plans, Standards of Care, and Plumb's. We're hiring a Sales Development Manager to own our outbound engine end to end. This is an execution role. You'll hire, ramp, and develop a team of BDRs. You'll own the strategy and playbook that makes them productive and be accountable to the pipeline that comes out the other side. No rev ops background required. You need to be a doer: someone who coaches to behavior change and drives a team to predictable output. You'll report directly to the Director of Sales and will be the primary owner of pipeline generation through outbound, leading a team of two BDRs and one SDR to start.

Requirements

2 to 4 years leading a BDR or SDR team at a SaaS or technology company, with documented attainment against team targets
A repeatable hiring process for BDRs; you know what an A-player looks like on screen and can evaluate for it consistently
Demonstrated ability to coach rep behavior and change output, not just report on it
Data fluency: you pull your own reports, read pipeline signals before they become problems, and coach to leading indicators
Working knowledge of contact and account data quality: what good looks like, where it breaks down, and how to partner with RevOps to drive continuous improvement. You won't own the infrastructure but you'll push it forward
Comfort evaluating and optimizing an existing motion. You know what to keep, what to cut, and what to rebuild. You do it without disrupting what's working
Experience holding cross-functional alignment with Marketing and Sales to pipeline outcomes, not just pipeline intent
Excellent written and verbal communication

Nice To Haves

Experience selling into veterinary, healthcare, or clinical buyer personas
Hands-on experience with HubSpot, Nooks, or similar outbound tech stacks
Familiarity with AI-assisted outbound workflows
SaaS background, ideally vertical SaaS or SMB/mid-market

Responsibilities

Build and maintain a high-performing team that consistently hits pipeline targets. Own the hiring bar, the 90-day ramp, and individual performance accountability
Drive predictable pipeline through a structured weekly coaching cadence; inspect behavior and root-cause misses before they become missed quarters
Evaluate and optimize the outbound playbook across ICP targeting, messaging, sequence strategy, and the prospecting tech stack. Know what to keep, what to cut, and what to rebuild
Get into the work with your reps: join calls, run live coaching sessions, and lead from the front a couple times per week
Build individual development plans for each rep with a defined path toward AE or team leadership. Hold yourself accountable to those promotions happening
Partner with Marketing and Sales to align on ICP evolution, campaign activation, and pipeline handoffs. Hold that alignment to outcomes, not just intent
Own and optimize the outbound tech stack: CRM and pipeline hygiene in HubSpot, high-velocity dialing in Nooks, and call coaching in Airspeed
Run the team's operating rhythm: standups, 1:1s, pipeline reviews, and SPIFFs. Build a culture of consistency and accountability