Head of Enterprise Business Development

Join the company and help modernize the future of veterinary software and the pet parent healthcare experience. Our suite of platforms features a market-leading procurement marketplace, an ultra-modern home delivery ecommerce experience, and a next-generation practice management system. More than 25,000 hospitals across all 50 states rely on the company daily, supporting tens of thousands of veterinarians who care for tens of millions of pets each year.

We are modernizing the 50 billion dollar plus animal health industry by giving veterinary organizations the tools to focus more on patient care. Backed by Y Combinator and top venture investors in Silicon Valley, New York and Miami, the company is a fast-growing, mission-driven company. We are searching for talented and passionate people who want to help shape the future of veterinary care.

ABOUT THE ROLE

The company is seeking a Head of Enterprise Business Development to deepen relationships with the largest veterinary groups in the country and turn those partnerships into significant new growth.

You’ll start from a position of strength: nearly all of these organizations already use and trust the company. Your opportunity is to build on that foundation, get to know their businesses deeply, and expand what we can accomplish together. As the company’s technology grows, you’ll help these organizations evaluate and adopt solutions that shape how their practices operate and drive incremental ROI for their organizations.

This is a senior, hands-on individual contributor role with direct responsibility for winning new business and achieving ambitious revenue goals. You’ll build lasting relationships across executive and operating teams, spend meaningful time with customers in person, and understand their workflows, challenges, and long-term technology ambitions. You’ll turn that understanding into opportunities and lead them through discovery, cross-functional evaluations, RFPs, negotiation, and close.

You’ll also help shape the future of these partnerships across the company’s platforms. Working closely with platform leaders and company leadership, you’ll anticipate customer needs, stay ahead of relationship risks, and bring insights to Product and Engineering that influence what we build next.

The ideal candidate combines the drive and commercial instincts of an exceptional enterprise business developer with the curiosity, judgment, and follow-through to become a trusted long-term partner. You should love both earning a customer’s confidence and turning that confidence into meaningful business.

WHAT YOU’LL DO

• Build Deep Enterprise Relationships: Develop lasting connections with executive leaders, operational teams, and key decision-makers. Spend time with customers in person, including at their practices, to understand how their organizations work and what matters most to them.

• Turn Customer Understanding Into Growth: Learn each group’s priorities, workflows, challenges, and future technology needs. Identify opportunities to expand adoption of the company’s platforms and develop new ways to work together.

• Win Meaningful New Business: Own enterprise expansion opportunities from discovery through close, with an individual revenue target. Build compelling business cases, create momentum, and lead negotiations that result in successful agreements.

• Lead Complex Evaluations: Guide customers through product evaluations, RFPs, demonstrations, and technical reviews. Understand the buying process, build internal champions, and align executive, operational, financial, and technical stakeholders around a clear path forward.

• Stay Ahead of Risks and Opportunities: Maintain an informed view of each partnership’s health, including customer sentiment, leadership changes, emerging concerns, and upcoming initiatives. Act early and coordinate the right internal response.

• Own the Enterprise CRM and Pipeline: Take full ownership of the enterprise CRM and pipeline across all three the company platforms, keeping opportunities, forecasts, relationship risks, and next steps accurate and current. Lead regular pipeline meetings to drive accountability and follow-through, and bring opportunities, risks, and actionable recommendations to the executive team at a regular cadence.

• Influence What We Build: Translate customer needs into specific, actionable insights for Product, Engineering, and company leadership. Surface important requirements, including integrations, early enough to inform priorities and strengthen our ability to win and deliver.

• Bring the Right People Together: Partner with platform leaders and teams across the company to deliver thoughtful proposals, well-prepared customer conversations, and credible commitments.

• Build Partnerships Beyond the Close: Work closely with Implementation and Customer Success to keep customer goals and commitments clear. Stay engaged as a senior relationship partner, supporting long-term success and identifying the next opportunity.

• Help Scale Our Approach: Turn what works into practical messaging, processes, and playbooks that strengthen how we build relationships, navigate enterprise decisions, and grow partnerships.

YOU SHOULD HAVE

• 7+ years of experience in enterprise B2B software sales or business development, with a strong record of personally closing significant agreements and exceeding revenue targets.

• Demonstrated success building deep enterprise relationships and expanding them into substantial new business, including introducing new products or securing broader adoption.

• Experience leading complex, competitive software evaluations involving formal RFPs, cross-functional buying committees, and multiple levels of approval.

• The ability to earn credibility with senior executives and frontline teams, paired with genuine curiosity about how their businesses work.

• Strong discovery, presentation, negotiation, and closing skills, including the ability to build a persuasive business case for meaningful operational change.

• A proactive approach to managing relationships: staying close to customers, recognizing risks early, and identifying opportunities before they become formal requests.

• Experience working with Product, Engineering, and other internal teams to address customer requirements and communicate technical capabilities and commitments accurately.

• A self-directed, entrepreneurial approach. You identify opportunities, create a plan, and keep making progress without waiting for direction.

• Exceptional preparation, responsiveness, and follow-through. You keep commitments and make sure next steps happen.

• Experience owning an enterprise CRM and pipeline, leading pipeline reviews, and delivering clear forecasts, opportunities, and risks to executive leadership, with strong discipline around data quality and follow-through.

• Excellent written and verbal communication skills, including the ability to turn complex customer needs into clear recommendations.

• Willingness and enthusiasm to travel regularly for customer meetings, practice visits, and industry events.

• An interest in improving veterinary care through technology. Veterinary industry experience is welcome, but not required; we value your ability to learn a new industry deeply.

COMPENSATION

The anticipated base salary range for this role across the United States is $150,000–180,000 per year, plus bonus, equity, and benefits. Anticipated on-target earnings are $250,000–300,000, depending on experience, qualifications, and the final scope of the role.

Actual compensation may vary based on skills, experience, and work location.

BENEFITS

• 100% remote within the United States, with travel for customer meetings and industry events

• Medical, dental, and vision insurance

• Automatic 401(k) contribution

• Equity

• Employee referral program

• At-home office setup

• Biannual company retreats

• Open vacation policy

• Monthly team events

To apply, please submit your application through the company’s Careers Page.

Please note we are unable to sponsor work visas at this time.

Attention all job seekers! We want to ensure that you’re well-informed about a serious matter affecting the job market. It has come to our attention that scammers are operating in the industry, impersonating employees and attempting to deceive savvy applicants like you. Here’s what you need to know:

• Our job listings are exclusively available on official sites (our careers page, LinkedIn, BuiltIn, and Indeed). Be cautious of other sources claiming to represent us or any organization that you’re interested in. Stay on the lookout!

• Authentic communications from our company will only come through verified email addresses and phone numbers. If you receive unexpected messages or calls, exercise caution and verify their authenticity. Don’t let scammers catch you off guard!

• It's essential to independently verify the legitimacy of any job postings you come across. Visit our official careers page to confirm the validity of any openings. Stay proactive and protect yourself!

• Remember that during the application process, we will never request sensitive personal or financial information from you. Be wary of anyone asking for such information. Keep your personal data secure!

• If you suspect any fraudulent activity or encounter suspicious individuals, please report it immediately to our recruiting department. By working together, we can combat these scams and keep the job market safer for everyone.

We understand the importance of your job search and want to ensure your experience is positive and secure. Always exercise caution and stay scam-smart!

Employment is contingent upon successful completion of a background check.

The company is an equal opportunity employer and is committed to creating a diverse and inclusive workplace. We welcome applicants from all backgrounds, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other protected status. We are dedicated to providing a work environment free from discrimination, harassment, and retaliation. It is our policy to provide equal employment opportunity to all applicants in accordance with all applicable laws and regulations. If you require accommodations during the application or interview process, please let us know and we will make every effort to accommodate your needs.