Associate Director of Enterprise Sales – Veterinary Software

🕒 July 8

🇺🇸 United States – Remote

💵 $190k / year

⏰ Full Time

🟠 Senior

🤑 Sales

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IDEXX

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1983

🏥 Healthcare

🍽️ Food & Beverage

⚕️ Healthcare Insurance

💰 Seed Round on 1984-01

Healthcare • Food & Beverage • Healthcare Insurance

IDEXX is a global leader in pet healthcare innovation. It provides a wide range of diagnostic and software products and services aimed at creating clarity and improving pet healthcare. IDEXX offers services such as reference laboratories, in-house analyzers, SNAP tests, and veterinary software to support veterinarians in diagnosing and treating small animals, livestock, and equines. They also specialize in water testing solutions, which help ensure the safety and quality of various water types. IDEXX is known for its contributions to the veterinary field, enabling professionals to make informed decisions through cutting-edge technology and advanced insights.

📋 Description

• Build and lead the team of Enterprise Sales Account Managers responsible for growing IDEXX Veterinary Software’s revenue across corporate veterinary groups • Own the most complex and highest-value selling motion in the Veterinary Software commercial organization • Lead, coach, and develop ESAMs, define territory and capacity plans, establish performance expectations, build onboarding and enablement • Own the enterprise software bookings number, driving new corporate-group placements, converting unstandardized sites, and expanding across the install base • Manage a highly concentrated book of top accounts that drive most recurring revenue • Maintain pipeline health, forecast accuracy, and deal velocity across long, multi-year enterprise cycles • Coach and quarterback the team through complex enterprise deals involving C-suite stakeholders, multi-party buying committees, legal/procurement negotiations, and large-scale rollouts • Drive contracting velocity with Legal, Finance, and Deal Desk by establishing prioritization and SLA discipline

🎯 Requirements

• 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

🏖️ Benefits

• 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