Vice President, Business Development

About the role

This is a fully remote role. This is an individual contributor selling role. You will own Instinct's most strategic relationships—large corporate veterinary organizations, PE-backed consolidators, and university teaching hospitals—and your job is to grow them.

Responsibilities

• Own and Grow the Enterprise Book
• 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
• Work the Market
• 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
• Collaborate and Contribute
• 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

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; 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

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

Qualifications

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

Familiarity with veterinary practice management workflows, implementation cycles, and post-sale go-live requirements

Experience working alongside a segment-based go-to-market organization

Skills

Must have strong instincts for when to lead, when to collaborate, and how to bring the right people into the right conversation

Benefits

The compensation range for this role is $130,000 - $300,000. 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.