Associate Director of Enterprise Sales - Veterinary Software

IDEXX

2d•Remote

About The Position

As the Associate Director of Enterprise Sales, 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. Your team’s work includes new placements, competitive conversions, and multi-product expansion across multi-location accounts. 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, where a single relationship owner carries the account from net-new pursuit through lifetime expansion. The Associate Director of Enterprise Sales operates with executive presence in C-suite and procurement rooms, brings deep customer empathy for how multi-location veterinary groups evaluate and adopt software, and uses judgment to run a small, high-leverage team against a small number of very large outcomes. You will serve as primary commercial interface between IDEXX Veterinary Software and our Corporate Accounts.

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
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

Nice To Haves

MBA or equivalent experience preferred

Responsibilities

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.
Own the enterprise software bookings number, driving new corporate-group placements, converting unstandardized sites, and expanding across the install base.
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.
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.
Coach and quarterback the team through complex enterprise deals involving C-suite stakeholders, multi-party buying committees, legal/procurement negotiations, and large-scale rollouts.
Bring discipline to deal shaping and qualification in long, complex cycles often bundled with diagnostic-agreement negotiations alongside software contracts.
Drive contracting velocity with Legal, Finance, and Deal Desk by establishing prioritization and SLA discipline to ensure agreements and redlines progress predictably.
Serve as the connective leader between Veterinary Software sales and IDEXX Corporate Accounts, ensuring software and diagnostics are pursued together into corporate groups.
Deepen collaboration with diagnostic Corporate Accounts teams to align on shared enterprise accounts and operate as an interlocked function.
Position IDEXX’s integrated platform (PIMS, diagnostics, Vello, payments, data services) as a unified consolidation solution for corporate groups.
Defend enterprise relationships against competitive PIMS vendors, manage displacement risk, and partner with Implementation and Customer Operations to address velocity and experience risks to renewals and expansion.