Senior Key Account Manager, Enterprise

Instinct Science

Senior Key Account Manager driving high-impact enterprise relationships for veterinary software solutions at Instinct Science. Seeking experienced candidates for a remote role in a compassionate team setting.

Posted 5/29/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $135,000 - $200,000 per yearWebsite

About the role

Key responsibilities & impact

Own a portfolio of Instinct's highest-value enterprise accounts — corporate groups, multi-location organizations, health systems, and strategic anchor clients
Serve as the senior executive point of contact, building deep relationships with C-suite and VP-level stakeholders across each account
Develop and execute multi-year account plans that drive expansion, reduce churn risk, and position Instinct as a long-term strategic partner
Monitor account health signals and intervene proactively to protect and grow net revenue retention (NRR)
Lead contract renewals and commercial renegotiations with confidence; protect pricing integrity while delivering clear ROI narratives
Act as the internal voice of the enterprise customer — synthesizing feedback and advocating for product, support, and operational resources across the organization
Partner closely with the VP of Business Development to identify, develop, and close new enterprise opportunities in corporate, health system, university, and strategic segments
Own a personal pipeline of net-new enterprise prospects; manage the full cycle from initial engagement through final contract execution
Represent Instinct at industry conferences, trade shows, and executive forums to build brand presence and pipeline in the enterprise segment
Serve as a trusted extension of the VP of Business Development, stepping in to advance relationships, prepare materials, and execute on strategic priorities
Prepare executive briefings, account plans, QBR decks, and partnership summaries in support of VP-led initiatives
Identify and act on expansion opportunities across the full Instinct portfolio within existing enterprise accounts — EMR, Decision Support, Payments, and ScribbleVet AI
Lead solution-mapping conversations that connect enterprise clinical and operational pain points to bundled Instinct offerings
Conduct or coordinate executive-level demonstrations of ScribbleVet AI and other platform capabilities as needed to accelerate enterprise decisions

Requirements

What you’ll need

7+ years in enterprise account management, strategic sales, or business development — ideally in veterinary, animal health, or healthcare SaaS
Demonstrated success owning and growing complex enterprise accounts with multi-year, multi-stakeholder sales cycles; experience with six- and seven-figure TCV deals
Comfortable building relationships and presenting at the C-suite level; trusted advisor instinct with consultative, not transactional, approach
Strong grasp of contract structures, SaaS pricing, and commercial negotiation; able to model ROI and build business cases independently
Familiarity with the veterinary practice management landscape — corporate groups, independent practices, GPO dynamics, and technology adoption patterns — is a strong plus
Fluency in how AI is transforming clinical and operational workflows; ability to translate technical capabilities into strategic value for non-technical enterprise buyers
Proven ability to work cross-functionally — coordinating with product, marketing, operations, and implementation to deliver on enterprise commitments
Disciplined pipeline management in HubSpot or equivalent CRM; meticulous follow-through on complex, multi-threaded opportunities
Ability to travel up to 25%

Benefits

Comp & perks

medical, dental and vision benefits
401K with match
owner-like flexibility over work and time-off
time to innovate
Flow State Fridays
generous stipend that can be used for almost anything
all-expense-paid time throughout the year together, including at our annual retreat

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise account managementstrategic salesbusiness developmentcontract negotiationSaaS pricingROI modelingpipeline managementexecutive-level presentationssolution mappingAI in clinical workflows

Soft Skills

relationship buildingconsultative approachtrusted advisorcross-functional collaborationmeticulous follow-throughproactive interventionadvocacystrategic thinkingcommunicationpresentation skills