Associate Director – Enterprise Sales, Veterinary Software

Role Overview

• You will build and lead the team of Enterprise Sales Account Managers (ESAMs) responsible for growing IDEXX Veterinary Software’s revenue across corporate veterinary groups.
• You will own the most complex and highest-value selling motion in the Veterinary Software commercial organization: a concentrated book of corporate targets pursued on a cradle-to-grave model.
• You will serve as primary commercial interface between IDEXX Veterinary Software and our Corporate Accounts.
• 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 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

• Base salary of $1900000+ 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