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

- Exp