Associate Director – Enterprise Sales, Veterinary Software

This is a fully remote position, open to applicants in Maine.

📋 Description

• You will lead, mentor, and develop ESAMs, outline territory and capacity strategies, set performance expectations, create onboarding and enablement processes, and operationalize Sales Engineering with well-defined roles to enhance deal shaping and technical credibility.

• You will be responsible for the enterprise software bookings target, spearheading new corporate-group placements, converting unstandardized sites, and expanding within the existing install base.

• You will oversee a highly concentrated portfolio of top accounts that generate the majority of recurring revenue, safeguarding and growing vital relationships while establishing the next wave of corporate successes.

• You will ensure pipeline health, forecast accuracy, and deal velocity across lengthy, multi-year enterprise cycles, collaborating with Revenue Operations and Deal Desk on governance and reporting.

• You will coach and guide the team through intricate enterprise deals involving C-suite executives, multi-party buying committees, legal/procurement negotiations, and extensive rollouts.

• You will instill discipline in deal shaping and qualification throughout long, complex cycles often accompanied by diagnostic-agreement negotiations alongside software contracts.

• You will accelerate contracting processes with Legal, Finance, and Deal Desk by prioritizing and maintaining SLA discipline to ensure agreements and redlines progress predictably.

• You will act as the connective leader between Veterinary Software sales and IDEXX Corporate Accounts, ensuring that software and diagnostics are pursued collectively within corporate groups.

• You will enhance collaboration with diagnostic Corporate Accounts teams to align on shared enterprise accounts and function as an interlocked entity.

• You will position IDEXX’s integrated platform (PIMS, diagnostics, Vello, payments, data services) as a cohesive consolidation solution for corporate groups.

• You will protect enterprise relationships against competing PIMS vendors, manage displacement risks, and work alongside Implementation and Customer Operations to mitigate velocity and experience risks related to renewals and expansions.

⛳️ Requirements

• 7+ years in enterprise or complex B2B sales, with a proven history of managing and expanding a concentrated, high-value account portfolio; experience in people leadership is highly desirable.

• Proven success in closing multi-stakeholder enterprise deals involving C-suite, legal, and procurement, including multi-year contracts and coordinated, multi-location implementations.

• A Bachelor’s degree is required; an MBA or equivalent experience is preferred.

• Ability to influence and align stakeholders without direct authority across legal, finance, implementation, and related commercial teams.

• Strong commercial judgment: fluency in pipeline management, forecasting, and deal economics, with equal credibility in both spreadsheet analysis and executive buying-committee discussions.

• Experience in or strong interest in veterinary, healthcare, or SaaS/software sectors, with an understanding of selling in practice-based and multi-location group environments.

• Comfort in navigating ambiguity with a proactive approach, including establishing new roles, swim lanes, and processes as the team grows.

🏝️ Benefits

• Base salary starting at $190,000+ based on experience.

• Attractive quarterly and annual incentive compensation based on performance goals.

• Equity opportunities.

• Comprehensive health, dental, and vision benefits from day one.

• 5% matching 401k.

• On-the-job training and opportunities for career advancement.

• Additional benefits, including but not limited to financial support, pet insurance, mental health resources, paid volunteer days off, employee stock program, foundation donation matching, and much more.