Sales Manager

Meet Instinct 👋

Instinct Science is an animal health software company that helps the world’s leading veterinary practices deliver exceptional patient care, improve staff efficiency, and minimize team stress and burnout. Our easy-to-use EMR platform acts as the nerve center for veterinarians, veterinary nurses, and support staff alike, fostering seamless collaboration across teams. With our January 2024 acquisition of VetMedux, a company providing trusted education (Clinician’s Brief) and clinical decision support (Standards of Care™, Plumb's) for veterinarians, Instinct has strengthened our commitment to delivering the mission-critical tools veterinary practices need to care for their patients at the highest level and with the best outcomes.

We’re fueled by compassion! Our team, our customers, and their patients and animal owners matter immensely to us. We put the Customer First; Act with Grace, Not Teeth; Do the Right Things for the Right Reasons; and know that Excellence is in our DNA.

If these values speak to you, you might be a good fit for our Sales Manager job.

A Sneak Peek of Your Role 🔭

This job, and the team at Instinct, is remote.

We’re looking for a hands-on Sales Manager to lead a growing team of Account Executives and Sales Development Representatives. You’ll guide day-to-day execution, coach the team, and help shape our sales motion for both high-velocity and enterprise-level cycles. You’ll work closely with marketing, product, customer success, and leadership to build predictable pipeline and ensure prospects and customers have a great experience at every step.

This role is ideal for someone who enjoys developing people, refining processes, and staying close to deals without needing to be the closer.

What You’ll Do 🐱‍💻

Team Leadership

• Manage, coach, and support AEs and SDRs through regular 1:1s, deal reviews, call coaching, and performance feedback
• Help to ramp new hires and improve skills across the team
• Help SDRs build repeatable outreach strategies and messaging
• Guide AEs on territory plans, account strategy, and closing motions

Pipeline & Revenue

• Maintain a clear, accurate view of pipeline and forecasts
• Ensure consistent activity, qualification, and follow-up across the team
• Review and influence active opportunities, helping AEs navigate blockers, stakeholders, and negotiation
• Work with marketing to improve lead quality and convert inbound demand efficiently
• Monitor and improve conversion rates across the funnel

Process & Collaboration

• Refine the sales process, from first touch to close, to support both high-velocity (Standards of Care) and complex sales (EMR, Treatment Plan)
• Partner with product and marketing to bring customer feedback into roadmap and messaging decisions
• Support alignment with Customer Success to ensure smooth handoffs
• Maintain clean, accurate CRM hygiene across the team
• Work closely with marketing to align campaigns, improve lead quality, and ensure smooth handoff and follow-up on all inbound demand
• Partner with marketing on messaging, outreach strategy, and feedback loops from the field

Industry & Product Expertise

• Stay current on veterinary industry trends and Instinct’s evolving product suite
• Ensure the sales team understands the clinical and operational needs of ER and specialty hospitals
• Help the team communicate Instinct’s value clearly and confidently

Who You Are 🐱‍💻

• Must Haves:
  • Bachelor’s degree, or equivalent experience
  • 5+ years of experience in a sales role, with at least 2+ years of team leadership experience (SDRs, AEs, or both.)
  • Prior success as a quota-carrying AE or similar sales role, preferably in SaaS
  • Strong coaching skills with a track record of developing talent
  • Experience managing both outbound and inbound motions
  • Comfortable working across different sales cycles (30-day to multi-month)
  • Confident using CRM tools (HubSpot preferred) and sales productivity software
  • Strong communicator who brings clarity and calm to fast-moving situations
  • Organized, reliable, and able to balance coaching with reporting and planning
  • Ability to travel as needed
• Nice-to-Haves:
  • Familiarity with the veterinary industry or medical workflow system
  • Background in both high-velocity and enterprise sales environment
  • Experience building or refining early-stage sales processes

How Instinct will Care about YOU 🌞

• 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.

The compensation range for this role is $130,000 - $250,000. 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.

If you require accommodations throughout any part of the pre-employment process, please contact our People team at peopleteam@instinct.vet