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 the clinical and operational software that runs modern veterinary hospitals — an Emergency and Specialty EMR, a growing Primary Care product, and ScribbleVet, our AI documentation platform. We have AEs and SDRs covering different buyer segments and we're closing deals. We are looking for someone who can build our sales enablement function to support this team, including creating onboarding playbooks, ramp certifications, and structured coaching programs.
This is a build-from-scratch role. As the first Sales Enablement Manager at Instinct, you'll define what great looks like for our reps — from day one through their first close and beyond. The person who builds this function will shape how the entire Instinct sales org operates for the next several years.
What You'll Do 🛠️
You'll build and run the enablement infrastructure that helps our sales team ramp faster and win more — starting from scratch. This role sits at the intersection of Sales, Product Marketing, Product, and RevOps.
Onboarding and Ramp
- Design the AE and SDR onboarding program: structured curriculum, week-by-week schedule, and milestone checkpoints
- Build ramp certifications across product knowledge, discovery, demo delivery, and objection handling — each with a clear pass/fail standard
- Create the core content library: segment-specific playbooks, persona cheat sheets, competitive battlecards, and call frameworks
- Define what good looks like at 30/60/90 days and build leading indicators to catch at-risk reps before it shows in the numbers
- Partner with Sales Engineers and top performers to capture what's working and turn it into repeatable plays
Ongoing Enablement
- Run weekly call coaching sessions, surface patterns, and build training moments from real conversations
- Build and maintain a discovery framework grounded in actual buyer personas across ER/Specialty and GP segments
- Develop objection-handling guides tied to real loss reasons from HubSpot — not generic frameworks
- Measure what you build: ramp time, call quality scores, win rates before and after training, SDR-to-AE conversion
Cross-Functional
- Partner with Product Marketing to own the launch-to-rep motion for new features: translate new positioning into training, talk tracks, and certified rep readiness
- Maintain a feedback loop between field conversations and the product roadmap — track objections, feature gaps, and loss reasons and make sure they land with the right people
- Work with RevOps on pipeline and conversion data to find where skill gaps show up in the funnel
- Act as an extension of sales leadership: QBR prep, board deck inputs, rep performance reviews — in the room with data
Who You Are 🐱💻
Must Haves:
- 5+ years in sales enablement, sales training, or a high-performing AE/SDR role with a clear, documented shift into enablement
- Deep fluency in sales methodology. You know how discovery works. You don't need to name-drop frameworks to prove it
- Strong content creator. You write tight playbooks, crisp call frameworks, and training materials that reps actually use
- Coaching instinct. You can watch a call recording, find the moment it went sideways, and give a rep something useful in five minutes
- Comfortable with data: HubSpot, call intelligence tools, pipeline reports. You use data to decide what to build next, not to report on what happened
- We move fast. You build fast, ship imperfect-but-useful, and iterate without needing things to be perfect before they go out
- You use AI the way good reps use a CRM. Writing, research, call analysis, content drafts — it's just part of how you work, and you don't need to be convinced it matters
Preferred:
- You've built an enablement function from scratch, not just contributed to one that already existed
- Experience selling or enabling reps in healthcare technology, SaaS for SMBs, or vertical software
- Familiarity with veterinary or medical practice workflows: ER, specialty, or GP
- Have built onboarding for both a transactional SMB motion and a consultative enterprise motion at the same time
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 $105,000 - $150,000. 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 [email protected]
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