Associate Director of Enterprise Sales – Veterinary Software

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

📋 Description

• Build and lead a team of Enterprise Sales Account Managers tasked with increasing revenue for IDEXX Veterinary Software within corporate veterinary groups.

• Take ownership of the most intricate and high-value sales processes within the Veterinary Software commercial sector.

• Guide, mentor, and develop ESAMs, create territory and capacity plans, set performance expectations, and implement onboarding and training programs.

• Manage the enterprise software bookings target by driving new placements within corporate groups, converting non-standardized sites, and expanding the existing install base.

• Oversee a focused portfolio of major accounts that generate the majority of recurring revenue.

• Ensure pipeline integrity, forecast accuracy, and deal progression throughout extended multi-year enterprise cycles.

• Coach the team through intricate enterprise transactions involving C-suite executives, multi-party buying committees, legal and procurement negotiations, and extensive rollouts.

• Enhance contracting speed with Legal, Finance, and Deal Desk by setting prioritization and service level agreement (SLA) standards.

⛳️ Requirements

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

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

• 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: proficient in pipeline management, forecasting, and deal economics, with equal credibility in both spreadsheet analysis and executive-level negotiations.

• Background in or strong interest in veterinary, healthcare, or SaaS/software industries, with an understanding of the challenges of selling in practice-based and multi-location group settings.

• Comfortable operating in uncertain situations with a proactive approach, including establishing new roles, responsibilities, and processes as the team grows.

🏝️ Benefits

• Health, Dental, and Vision benefits available from day one.

• 5% matching 401k plan.

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

• 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.