Account Executive

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 including ScribbleVet (AI documentation), Instinct EMR, Clinician's Brief, Standards of Care, and Plumb's. We're hiring an Account Executive to sell across that full suite.

This is not a single-product, single-segment role. Expect to move between fast-cycle SMB opportunities and Mid-Market and Enterprise deals where you're navigating multiple stakeholders, longer evaluation cycles, and higher ACVs.

For an SMB AE ready to make the jump into more complex selling, this role is built as a launchpad: you get the volume and reps to keep your number predictable, the suite to maximize ACV per deal, and the deal complexity that builds careers.

What You'll Do 🛠️

• Own and convert a high volume of inbound leads from end users and decision-makers across customer segments
• Run tailored product demos that connect each product's features to the specific workflow challenges a prospect faces
• Drive trial-to-paid conversion through consistent, consultative follow-up - surfacing friction and helping champions build internal momentum
• Cross-sell and bundle across the Instinct suite (ScribbleVet, EMR, Clinician's Brief, Treatment Plans, Standards of Care, Plumb's) to deliver more value per account
• Work Mid-Market and Enterprise opportunities alongside your SMB pipeline - multi-stakeholder deals, longer cycles, and larger contracts
• Apply a structured deal framework (MEDDIC, SPICED, or equivalent) and a value-based selling approach to qualify, advance, and close
• Manage a fast pipeline with discipline: clean CRM hygiene, reliable forecasting, and accurate next steps
• Partner with Customer Success, Marketing, and Product to share prospect feedback, flag objections, and improve the buying experience
• Be a genuine advocate for your customers by understanding their day, their stress points, and what meaningful time savings actually look like for them

Who You Are 🐱‍💻

• Must Haves:
  • 2+ years of quota-carrying sales experience in SaaS, health tech, or a high-velocity B2C / B2B2C environment
  • Working fluency in a structured deal framework (MEDDIC, SPICED, MEDDPICC, or similar) and value-based selling
  • Strong product demonstration skills with the ability to adapt your pitch to different audience types (individual end users vs. team leads vs. owners/operators)
  • A consultative, low-pressure style that builds trust quickly and helps prospects make confident decisions
  • Comfort managing a high volume of active deals simultaneously alongside a smaller number of more complex, larger-ACV opportunities
  • Proficiency with CRM tools (HubSpot preferred) and a data-driven approach to pipeline management
  • Excellent written and verbal communication
  • Self-directed, accountable, and biased toward action
• Preferred:
  • Experience selling AI-powered products or in a product-led growth motion where trial/freemium conversion is core to the sales cycle
  • Prior exposure to Mid-Market or Enterprise deal cycles — multi-threading, procurement, security review
  • Familiarity with healthcare, clinical, or veterinary workflows (helpful, but not required - we'll teach you the domain)

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 $100,000 - $200,000. This range reflects a mix of base salary ($100,000) and variable compensation ($100,000) 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 [email protected]