Responsibilities
- Own all independent veterinary clinics within an assigned state or geographic territory and shape how the business pursues opportunities within that region.
- Analyze territory performance to identify underpenetrated regions, clinic segments, and geographic trends, and translate insights into engagement strategies.
- Maintain and update clinic and account data that informs ICP scoring, while exercising judgment to prioritize accounts based on human context and market insight.
- Develop account-level and geographic engagement strategies, determining timing, messaging approach, and escalation paths.
- Decide whether prospective accounts are qualified for sales engagement and exercise authority to advance, defer, or mark opportunities as unqualified.
- Select which qualified opportunities are scheduled for meetings and routed to Account Executives based on readiness, fit, and strategic priority.
- Execute outbound engagement strategies in support of territory-level pipeline objectives, completing approximately 300 cold engagement attempts per week.
- Continuously assess and refine territory focus and engagement approaches to improve pipeline quality, revenue efficiency, and overall territory outcomes.
Requirements
- Strong analytical thinking
- Sound business judgment
- Ability to independently manage territory strategy in a remote environment
- Interest in building a long-term career in sales, revenue operations, or go-to-market strategy within a SaaS environment
- Demonstrated ability to exercise judgment, prioritize effectively, and manage work independently in a remote setting
- Highly coachable and adaptable in a fast-moving, evolving business
- Comfortable working with data, systems, and technology
Nice to Have
- Experience with Salesforce or similar CRM tools
Benefits
- Medical coverage for employees and dependents (80-90% covered by employer)
- Employer HSA contribution with HDHP
- 401(k) match up to 3.5%
- Dependent Care Flexible Spending Account (FSA)
- Dental & Vision coverage available
- Basic Life and AD&D Insurance
- Short and Long Term Disability
- Flexible Time Off & 12 Paid Annual Holidays
- Paid Parental Leave
- Pawternity Leave, Financial Pet Adoption Support & Subsidized Pet Insurance
- $250 Annual Stipend for Learning and Development
Work Arrangement
Hybrid
Additional Information
- Candidates must reside in one of the approved locations at the time of hire; relocation or employment outside of these regions is not supported for this role.
