Sales Manager - North America
Location: Remote (Contiguous US)
Department: Sales / Growth
Reports To: Director of Growth
About Us:
Founded in 2016, Fear Free is a leading organization dedicated to improving the emotional wellbeing of animals by educating and empowering those who care for them.
Through certification programs and practical tools, Fear Free provides veterinary professionals, practices, and pet care providers with science-backed strategies to prevent and alleviate fear, anxiety, and stress in pets, while extending its mission to pet owners and animal welfare professionals. With hundreds of thousands of certified professionals and members worldwide, Fear Free has become a trusted standard in compassionate care.
Position Overview:
Fear Free is seeking an experienced, results-driven Sales Manager – North America to lead and grow our sales operations across the United States and Canada. Reporting to the Director of Growth, this role is responsible for managing a sales team, driving revenue across all customer segments, and building strategic relationships with corporate veterinary groups, corporate pet care organizations, consolidators, group purchasing organizations (GPOs), and key industry partners.
The ideal candidate brings deep experience in animal health or veterinary sales, a strong track record of team leadership, and the ability to navigate complex, multi-stakeholder corporate account environments. This individual will serve as a key driver of Fear Free’s commercial growth strategy in North America.
Key Objectives:
· Drive North American Revenue Growth
· Lead and Develop a High-Performing Sales Team
· Build and maintain Strategic Relationships with Corporate Veterinary and Pet Care Groups, Consolidators, and GPOs
· Execute Territory and Account Strategies Aligned with Organizational Goals
· Ensure Brand Consistency and Mission Alignment
Core Responsibilities:
Sales Leadership & Team Management
· Recruit, hire, onboard, and develop a team of sales representatives and account managers across North America, providing ongoing coaching, performance management, and career development support.
· Set clear performance expectations, sales targets, and KPIs for each team member; conduct regular one-on-ones, and structured performance reviews.
· Lead weekly team meetings and sales calls, reinforcing best practices and maintaining high-accountability, high-support team culture aligned with Fear Free’s mission and values.
· Manage team budgets including travel, expenses, and incentive programs.
Revenue Growth & Strategic Sales Execution
· Own and achieve North American revenue targets, including new business acquisition, account expansion, and renewal performance.
· Develop and execute territory sales plans, account segmentation strategies, and pipeline development activities to ensure consistent revenue performance against growth targets.
· Identify, pursue, and close high-value opportunities within veterinary practices, corporate groups, specialty hospitals, emergency clinics, and adjacent pet verticals
· Follow up on and cultivate relationships with prospective and existing members generated through trade shows, inbound inquiries, referrals, and marketing initiatives, delivering virtual and in-person presentations to drive conversion, engagement, and retention.
Corporate Accounts, Consolidators & GPOs
· Develop and manage strategic relationships with corporate veterinary groups, corporate pet care organizations, and consolidators across North America, serving as Fear Free’s primary relationship owner at the enterprise level.
· Negotiate enterprise-level agreements, group pricing structures, and preferred pricing arrangements with corporate decision-makers, procurement leaders, and C-suite stakeholders.
· Engage and align with group purchasing organizations (GPOs) and veterinary cooperatives to expand Fear Free’s reach across independent and group practices.
· Build multi-level relationships within corporate accounts – spanning veterinary and pet care organizations – including regional directors, practice managers, and medical directors, to drive adoption, renewals, and upsell opportunities.
· Monitor the corporate veterinary, pet care, consolidator, and GPO landscape to proactively identify partnership and revenue opportunities.
Performance Analytics & Forecasting
· Ensure team compliance with CRM data management standards, including accurate data entry, record maintenance, activity tracking, and timely follow-up documentation.
· Deliver weekly, monthly, and quarterly performance reports including revenue attainment, pipeline health, win/loss analysis, and team activity metrics to leadership.
· Develop accurate rolling sales forecasts and communicate risks, opportunities, and strategic recommendations to the Director of Growth and senior leadership.
· Track and analyze revenue trends, market opportunities, and performance metrics to inform decision-making and continuously refine territory coverage and resource allocation.
Marketing & Business Development
· Partner with the Director of Growth and Marketing leadership to evaluate, prioritize, and select North American trade shows, veterinary conferences, and industry events that best support sales targets and brand objectives; lead on-site execution and follow-up strategies to maximize ROI from each event.
· Provide market intelligence, competitive insights, and customer feedback to inform product development, pricing strategy, and marketing programs.
· Collaborate with Marketing to align sales activities with broader demand generation and brand initiatives; identify co-marketing opportunities with key corporate veterinary, pet care, and GPO partners.
Cross-Functional Collaboration
· Accurately input and manage data in Salesforce and other tools, maintaining detailed records of interactions, opportunities, and progress.
· Partner with Education, Marketing, Member Experience, and Facility Success teams to ensure seamless onboarding and ongoing account management for all customer segments.
· Oversee client-related projects including webinars and events, ensuring timely, professional execution and that all materials reflect Fear Free brand standards.
· Prepare and present detailed reports, business cases, and presentations on market analysis, account performance, and competitive landscape to inform growth strategy.
Other Responsibilities
· Perform other duties as assigned in support of growth, sales strategy, and team success initiatives.
Required Skills & Qualifications:
Education: Bachelor’s degree in business administration, Animal Science, Marketing, or a related field, or equivalent combination of education and professional experience.
Experience: 7+ years of progressive sales experience in animal health, veterinary products, or a closely related life sciences or healthcare field, including at least 3 years in a team leadership or management capacity.
· Demonstrated success managing and developing sales teams across multi-state or national territories.
· Proven track record selling into and managing corporate veterinary accounts, corporate pet care organizations, consolidators, and/or GPO and cooperative relationships.
· Deep understanding of the North American veterinary and pet care landscape, including the dynamics of independent practices, corporate groups, and the evolving role of GPOs and consolidators.
· Exceptional communication, presentation, and negotiation skills; comfortable engaging with C-level executives and clinical decision-makers alike.
· Strong analytical and problem-solving skills, with the ability to interpret data and make data-driven decisions.
· Proficiency in Salesforce or similar CRM platforms, as well as Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
· Highly organized and self-directed with the ability to manage multiple priorities, accounts, and initiatives simultaneously in a fast-paced, remote environment.
· Daily access to a stable, high-speed internet connection capable of handling video conferencing and cloud-based tools.
Preferred Skills & Qualifications:
· Experience working with or selling through veterinary GPOs and cooperatives.
· Demonstrated ability to develop and maintain executive-level relationships within corporate veterinary, pet care, or related healthcare organizations, with existing industry relationships and decision-maker connections strongly preferred.
· Fear Free Certification (or willingness to obtain upon hire).
· Experience with subscription-based, certification, or continuing education products or services in the animal health or veterinary space.
Essential Functions & Work Environment:
This position primarily involves remote, computer-based work, virtual collaboration, member engagement, and periodic travel. To successfully perform the essential functions of this role, the individual must be able to:
· Communicate effectively in virtual, written, and in-person business settings.
· Participate in meetings, presentations, and member interactions using video conferencing and other technology platforms.
· Travel periodically by car and/or airplane for member meetings, conferences, trade shows, and team events throughout North America.
· Manage competing priorities in a fast-paced, remote work environment.
· Occasional movement of materials up to 20 pounds may be required in connection with trade shows, events, or travel.
The physical demands described are representative of those required to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential job functions.
Travel:
· Approximately 25% -35% travel, including trade conferences, customer meetings, and strategic partner engagement throughout the U.S. and Canada.
What We Offer:
· A collaborative, creative, and innovative work environment.
· Opportunities for growth and professional development.
· Competitive salary and benefits package including health, dental, vision, and 401K with employer match.
· The chance to work on meaningful projects contributing to Fear Free’s mission and brand.
If you’re ready to lead a growing team and make an impact in the animal health space, we’d love to hear from you!
Pay: $90,000.00 - $100,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Flexible spending account
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- How many years of experience do you have leading a sales team of three or more people?
- What three words would co-workers use to describe you?
- What would you like to share about yourself that would make you a great candidate for this role?
- Describe your sales experience in the animal health space.
Work Location: Remote
