Sales Development Manager

Instinct Science provides AI-powered and clinical software products for veterinary medicine. The Sales Development Manager will own the outbound pipeline generation engine, hiring and developing a BDR/SDR team, optimizing sales development processes and technology, and partnering with Marketing and Sales to drive predictable pipeline outcomes.

Responsibilities:

• 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

Requirements:

• 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
• Experience holding cross-functional alignment with Marketing and Sales to pipeline outcomes, not just pipeline intent
• Excellent written and verbal communication
• Experience selling into veterinary, healthcare, or clinical buyer personas
• Hands-on experience with HubSpot, Nooks, or similar outbound tech stacks
• Familiarity with AI-assisted outbound workflows
• SaaS background, ideally vertical SaaS or SMB/mid-market