Associate Director – Enterprise Sales, Veterinary Software

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

📋 Description

• You will assemble and lead a team of Enterprise Sales Account Managers (ESAMs) tasked with increasing revenue for IDEXX Veterinary Software across corporate veterinary groups.

• You will take responsibility for the most intricate and valuable sales activities within the Veterinary Software commercial organization, focusing on a select group of corporate targets through a comprehensive cradle-to-grave approach.

• You will act as the primary commercial liaison between IDEXX Veterinary Software and our Corporate Accounts.

• You will mentor, coach, and develop ESAMs, define territory and capacity strategies, set performance expectations, establish onboarding and enablement programs, and operationalize Sales Engineering with defined roles to enhance deal shaping and technical credibility.

• You will be accountable for the enterprise software bookings target, fostering new corporate group placements, converting unstandardized locations, and expanding within the existing install base.

• You will manage a highly focused portfolio of top accounts that generate the majority of recurring revenue, safeguarding and expanding essential relationships while cultivating the next generation of corporate victories.

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

• You will coach and guide the team through intricate enterprise transactions involving C-suite stakeholders, multi-party buying committees, legal/procurement negotiations, and large-scale implementations.

• You will expedite contracting processes with Legal, Finance, and Deal Desk by creating prioritization and SLA discipline.

⛳️ Requirements

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

• Proven success in closing multi-stakeholder enterprise deals that involve C-suite, legal, and procurement, including multi-year contracts and coordinated implementations across multiple locations.

• 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 acumen: fluency in pipeline management, forecasting, and deal economics, with equal credibility in both spreadsheets and executive buying committee discussions.

• Experience in or a keen interest in veterinary, healthcare, or SaaS/software industries, with an understanding of the realities of selling in practice-based and multi-location group settings.

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

🏝️ Benefits

• Competitive base salary starting at $190,000+, commensurate with experience.

• Attractive quarterly and annual incentive compensation tied to goal achievement.

• Equity opportunities.

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

• 5% matching 401k plan.

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

• Additional benefits including financial support, pet insurance, mental health resources, volunteer paid days off, employee stock program, foundation donation matching, and many more.