Associate Director of Enterprise Sales - Veterinary Software
Core
Lead a team of Enterprise Sales Account Managers to grow revenue for IDEXX Veterinary Software across corporate veterinary groups through new placements, competitive conversions, and multi-product expansion.
Role type
Senior IC enterprise sales leader (team lead)
Builds
Enterprise software bookings and multi-year contracts for corporate veterinary groups
Domain
Veterinary software / Healthcare SaaS
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Enterprise B2B sales leadership, managing concentrated high-value account books, closing multi-stakeholder deals with C-suite and procurement, pipeline health and forecasting, deal shaping and qualification, cross-functional alignment with legal/finance/implementation, defending against competitive vendors
Preferred skills
MBA or equivalent experience, veterinary/healthcare/SaaS domain knowledge, experience with diagnostic-agreement negotiations
Technologies
PIMS, Vello, data services
Responsibilities
Lead, coach, and develop Enterprise Sales Account Managers; define territory and capacity plans; establish performance expectations and onboarding; operationalize Sales Engineering; own enterprise software bookings; manage a concentrated book of top accounts; maintain pipeline health and forecast accuracy; coach the team through complex enterprise deals; drive contracting velocity with Legal and Finance; serve as the connective leader between Veterinary Software and Corporate Accounts; position IDEXX's integrated platform as a unified consolidation solution; defend enterprise relationships against competitors
Seniority
Senior, hands-on IC with team leadership
