Vice President, Business Development

Instinct Science•Doylestown, PA

1d•$130,000 - $300,000•Remote

About The Position

Instinct Science is a leader in veterinary innovation, offering a suite of tools including veterinary practice software (Instinct EMR), educational resources (Clinician's Brief), clinical decision support (Standards of Care & Plumb's), and an AI scribing platform (ScribbleVet). The company fosters a culture guided by U.C.A.R.E. values: speed, customer focus, and high standards with kindness. This is a fully remote, individual contributor sales role focused on managing and growing strategic relationships with large corporate veterinary organizations, PE-backed consolidators, and university teaching hospitals. The role requires a sophisticated, relationship-first approach to complex, multi-stakeholder deals and navigating long sales cycles. It is designed for someone who thrives in the market, engaging directly with customers to close significant deals, rather than building a team.

Requirements

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; sees travel, conferences, and face-to-face meetings as a competitive advantage.
An AI-first mindset; uses technology and AI tools to move faster, prioritize smarter, and operate with urgency.
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; builds 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.

Nice To Haves

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.

Responsibilities

Own and grow Instinct's named enterprise account list, including large corporate veterinary organizations, PE-backed consolidators, and university teaching hospitals.
Build and develop strategic relationships at the executive level (CEO, CMO, CIO, CTO, 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 for enterprise opportunities, from initial outreach through discovery, business case development, executive presentations, commercial negotiation, and close.
Drive penetration into new named accounts and deepen/expand relationships within existing accounts.
Identify and develop cross-sell and upsell opportunities across Instinct's product suite (EMR, Scribblevet, Standards of Care, Plumb's, ITP).
Travel regularly to named accounts for in-person presentations, executive meetings, relationship development, and industry conferences.
Leverage existing industry networks and build new strategic relationships within target accounts.
Stay 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.
Act as a trusted advisor to enterprise customers, connecting their needs to Instinct's product portfolio.
Partner with ER/Spec and GP segment leaders to align on named account strategy.
Work with Marketing on Account-Based Marketing (ABM) strategy and enterprise-specific campaigns.
Collaborate with Customer Success to ensure successful enterprise account go-lives and implementation.
Act as an internal advocate for enterprise account needs, surfacing product gaps or features.
Bring market intelligence and customer feedback to Product, Marketing, and Executive Leadership.
Maintain accurate pipeline forecasting and deal activity in HubSpot.