Associate Director – Enterprise Sales, Veterinary Software

🕒 vor 1 Tag

🦞 Maine – Remote

🦞 Maine – Remote

💵 $190.000 / Jahr

⏰ Vollzeit

🟠 Senior

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IDEXX

WebsiteLinkedInAlle Stellen

10.000+ Mitarbeiter

Gegründet 1983

🏥 Gesundheitswesen

🔬 Wissenschaft

🤝 B2B

💰 Seed im 1984-02

Healthcare • Science • B2B

IDEXX ist ein globales Unternehmen für veterinärmedizinische Diagnostik und Dienstleistungen, das Produkte und Dienstleistungen entwickelt, um die Gesundheit und das Wohlbefinden von Haustieren und Nutztieren zu verbessern und öffentliche Grundbedürfnisse wie sauberes Trinkwasser zu schützen. Es bietet diagnostische Tests, Labordienstleistungen, Point-of-Care-Analyzer und Beratungs- bzw. Prüfdienstleistungen für Wissenschaftler an und bietet zudem Praxisverwaltungs- und Kliniksoftware, die von Tierarztpraxen und Referenzlaboren genutzt werden. IDEXX bedient in erster Linie professionelle und institutionelle Kunden (Tierarztpraxen, Labors sowie Nutzer aus den Bereichen Landwirtschaft/Lebensmittel/Wassersicherheit) mit integrierten Produkten und Dienstleistungen.

Beschreibung

• You will lead, coach, and develop ESAMs, define territory and capacity plans, establish performance expectations, build onboarding and enablement, and operationalize Sales Engineering with clear roles to improve deal shaping and technical credibility. • You will own the enterprise software bookings number, driving new corporate-group placements, converting unstandardized sites, and expanding across the install base. • You will manage a highly concentrated book of top accounts that drive most recurring revenue, protecting and expanding key relationships while building the next wave of corporate wins. • You will maintain pipeline health, forecast accuracy, and deal velocity across long, multi-year enterprise cycles, partnering with Revenue Operations and Deal Desk on governance and reporting. • You will coach and quarterback the team through complex enterprise deals involving C-suite stakeholders, multi-party buying committees, legal/procurement negotiations, and large-scale rollouts. • You will bring discipline to deal shaping and qualification in long, complex cycles often bundled with diagnostic-agreement negotiations alongside software contracts. • You will drive contracting velocity with Legal, Finance, and Deal Desk by establishing prioritization and SLA discipline to ensure agreements and redlines progress predictably. • You will serve as the connective leader between Veterinary Software sales and IDEXX Corporate Accounts, ensuring software and diagnostics are pursued together into corporate groups. • You will deepen collaboration with diagnostic Corporate Accounts teams to align on shared enterprise accounts and operate as an interlocked function. • You will position IDEXX’s integrated platform (PIMS, diagnostics, Vello, payments, data services) as a unified consolidation solution for corporate groups. • You will defend enterprise relationships against competitive PIMS vendors, manage displacement risk, and partner with Implementation and Customer Operations to address velocity and experience risks to renewals and expansion.

🎯 Anforderungen

• 7+ years in enterprise or complex B2B sales, with a track record of carrying and growing a concentrated, high-value account book; people-leadership experience strongly preferred • Demonstrated success closing multi-stakeholder enterprise deals involving C-suite, legal, and procurement, including multi-year contracts and coordinated, multi-location implementations • Bachelor’s degree required; MBA or equivalent experience preferred • Ability to influence and align stakeholders without direct authority across legal, finance, implementation, and adjacent commercial teams • Strong commercial judgment: fluency in pipeline, forecasting, and deal economics, and equal credibility in a spreadsheet and an executive buying-committee room • Experience in or strong curiosity about veterinary, healthcare, or SaaS/software, with appreciation for the realities of selling into practice-based and multi-location group environments • Comfort operating in ambiguity with a bias toward action, including standing up new roles, swim lanes, and processes as the team scales

🏖️ Vorteile

• Base salary of $190000+ based on experience • Lucrative quarterly and annual incentive compensation based on goal achievement • Equity • Health / Dental / Vision benefits day one • 5% matching 401k • On-the-job training and career advancement opportunities • Additional benefits including but not limited to financial support, pet insurance, mental health resources, volunteer paid days off, employee stock program, foundation donation matching, and much more