Sales Development Manager

Meet Instinct 👋

Instinct Science is at the forefront of veterinary innovation, comprised of world-class tools that have served our industry for decades: easy-to-use veterinary practice software (Instinct EMR), an essential resource for expanding your knowledge and skills (Clinician's Brief), clinical and pharmaceutical decision support (Standards of Care & Plumb's), and an AI scribing platform (ScribbleVet). Combined, Instinct Science offers an ecosystem that veterinarians rely on for every aspect and stage of their careers.

At Instinct Science, we believe in leading with compassion. Our team, our customers, and their patients and clients are the foundation of everything we do. Our culture is guided by our U.C.A.R.E. values: We move fast because our mission matters, we put customers at the center of every decision, and we treat each other with kindness and high standards.

A Sneak Peek of Your Role 🔭

This is a fully remote role. 

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.

At 9 months: your team is ramped, performing, and developing. Pipeline is predictable. Reps know exactly where they're going.

What You'll Do 🛠️

• 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

Who You Are 🐱‍💻

Must Haves:

• 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

Preferred:

• 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

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 $110,000 - $155,000. 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 recruiting team at recruiting@instinct.vet