Senior Key Account Manager, Enterprise

Role Overview

• 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

• 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

• 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