Instinct Science

• Deliver product training to hospital teams at key milestones during the onboarding process • Support active customers navigating contact changes, new feature releases, post-upsell product tours • Maintain current, confident training capability across Instinct's full product suite — keeping pace with releases and updates as they ship • Operate as a shared resource across the team — picking up new training assignments from the shared queue, adapting quickly to new accounts, and delivering consistent quality without needing extended ramp time • Use Glyphic, HubSpot, and Claude to review relevant account notes and training history before each engagement • Tailor each training session to the specific hospital — referencing their workflows and product configuration • Log training outcomes, follow-up items, and customer feedback in HubSpot and Glyphic after each engagement • Travel frequently to deliver on-site training — building relationships with hospital teams

• Own and administer the marketing technology stack with HubSpot as the system of record. • Architect and maintain the inbound pipeline including forms, routing logic, lead scoring, persona segmentation. • Design and deploy marketing automation systems that support multi-segment buyer journeys. • Manage data enrichment, identity resolution, and system integrations across marketing and sales platforms. • Instrument the full marketing funnel in HubSpot and Mixpanel. • Build and maintain sales pipeline automation, workflow triggers, and CRM governance standards in HubSpot.

• Own and grow the enterprise book across large corporate veterinary organizations • Build and develop strategic relationships at the executive level • Navigate complex buying processes to drive deals to close • Manage the full sales cycle on enterprise opportunities • Drive penetration into new named accounts and expand relationships in existing accounts • Identify and develop cross-sell and upsell opportunities • Travel regularly to named accounts for presentations and meetings • Stay connected to trends in veterinary consolidation and enterprise purchasing dynamics • Represent Instinct at key industry events and act as a trusted advisor to enterprise customers • Collaborate with segment leaders and Customer Success

• Build and run the enablement infrastructure that helps our sales team ramp faster and win more • Design the AE and SDR onboarding program • Build ramp certifications across product knowledge, discovery, demo delivery, and objection handling • Create the core content library • Define what good looks like at 30/60/90 days • Run weekly call coaching sessions • Build and maintain a discovery framework • Develop objection-handling guides • Measure what you build • Partner with Product Marketing to own new features • Maintain a feedback loop between field conversations and the product roadmap • Act as an extension of sales leadership

• own the P&L for Instinct's Clinical Content business • own brand strategy and architecture across the portfolio • lead category positioning for Clinician's Brief, Plumb's, and Standards of Care • lead an AI-forward strategy for our content assets • own strategic partnerships and ecosystem relationships • hold the standard for editorial quality, integrity, and clinical authority • make content the connective intelligence of the Instinct platform • lead, coach, and grow the content organization

• Lead design for complex features and workflows across the platform • Translate user research and product requirements into flows, layouts, and end-to-end experiences • Partner with PMs and Engineers from early discovery through to shipped product • Advocate for user-centered design practices across the team • Contribute to and help evolve our design system and standards • Create sketches, wireframes, prototypes, interactive demos, and comprehensive drafts to support the shaping of feature requirements, using Figma or similar design and prototyping tools • Evolve and protect the software’s visual language • Define the user experience for a variety of flows • Analyze the current product, working requirements, and user stories to identify pain points and find iterative solutions • Communicate effectively with the product team and contribute with shaping feature requirements

• Partner with the Chief Product & Technology Officer and the broader leadership team to translate Instinct’s strategy into a roadmap, a portfolio, and a go-to-market motion. • Co-create product strategy with the CPTO and exec team. • Drive prioritization across investment themes. • Own the product operating budget and headcount plan. • Partner with Sales and Marketing to shape packaging and SKU architecture. • Lead launches with Marketing, Sales, and Customer Experience. • Lead, coach, and grow the product management and user research teams. • Track the competitive landscape and align cross-functional partners.

• Build and maintain a partner strategy and recruitment and engagement plan to rapidly increase sales pipeline and bookings results from the Instinct partner channel. • Design and implement co-marketing campaigns (email campaigns, newsletters, content syndication, webinars, PR, and more) to drive leads and a measurable impact to sales pipeline. • Create partner marketing materials to aid with recruitment and engagement, resulting in increased partner awareness, sales opportunities, and alignment with our business leaders designed with quality, thoroughness, and scalability. • Identify and recruit referral and reseller agreements in the US and globally to extend our reach and uncover sales opportunities. • Work with Senior Events Manager to support collaboration with Instinct partners/associations. • Roll out marketing enablement sessions and programs to partners, encouraging participation and knowledge sharing for Instinct’s product portfolio, ICP, and alignment on messaging. • Create and manage communications with channel partners to drive awareness of campaigns, product updates, and business news. • Conduct ongoing partner meetings, including monthly, quarterly, and annual meetings to plan activities and measure performance against goals. • Prepare and present monthly partner marketing plans and performance results cross-functionally and to the executive team.

• 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 • Cross-sell and bundle across the Instinct suite • Work Mid-Market and Enterprise opportunities alongside your SMB pipeline • Apply a structured deal framework and a value-based selling approach to qualify, advance, and close • Manage a fast pipeline with discipline • Partner with Customer Success, Marketing, and Product

• 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