Senior Key Account Manager, Enterprise

Instinct Science • Doylestown, PA

2d • $135,000 - $200,000 • Remote

About The Position

Instinct Science is seeking a Senior Key Account Manager to join their Business Development team. This is a high-impact, executive-facing role for an experienced professional in complex, enterprise sales environments. The role involves managing Instinct's most strategic enterprise relationships, including corporate veterinary groups, health systems, and multi-location organizations, and acting as an extension of the VP of Business Development in advancing new strategic partnerships. The position represents the full Instinct portfolio: Instinct EMR, Decision Support (Clinician's Brief, Standards of Care, Plumb's), Payments, and ScribbleVet AI. The ideal candidate has deep domain credibility in veterinary or healthcare enterprise sales, excels at navigating complex buying committees, and can manage C-suite relationships and commercial negotiations effectively. The role is remote.

Requirements

• 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
• 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%

Nice To Haves

• Familiarity with the veterinary practice management landscape — corporate groups, independent practices, GPO dynamics, and technology adoption patterns — is a strong plus

Responsibilities

• 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
• 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
• 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
• 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

Benefits

• medical, dental and vision benefits
• 401K with match
• owner-like flexibility over work and time-off
• time to innovate
• Flow State Fridays
• generous stipend that can be used for almost anything
• all-expense-paid time throughout the year together, including at our annual retreat

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed