Associate Director – Enterprise Sales, Veterinary Software

🔥 2 hours ago

🦞 Maine – Remote

🦞 Maine – Remote

💵 $190k / year

⏰ Full Time

🟠 Senior

🤑 Sales

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IDEXX

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1983

🏥 Healthcare

🔬 Science

🤝 B2B

💰 Seed on 1984-02

Healthcare • Science • B2B

IDEXX is a global veterinary diagnostics and services company that develops products and services to improve the health and well‑being of pets, livestock, and to protect public essentials such as clean drinking water. It provides diagnostic tests, laboratory services, point‑of‑care analyzers, and consultation/testing support for scientists, and also offers practice management and clinical software used by veterinary clinics and reference laboratories. IDEXX primarily serves professional and institutional customers (veterinary practices, labs, and agricultural/food/water safety users) with integrated products and services.

📋 Description

• 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.

🎯 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

• 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