Senior Sales Manager - Veterinary Software

IDEXX

4d•Remote

About The Position

As the Senior Sales Manager of IDEXX Veterinary Software, you will lead a regional team of Veterinary Software Consultants (VSCs) who are responsible for converting qualified pipeline into closed PIMS revenue across independent and specialty veterinary practices in their assigned region. This is a first-line sales management role with direct ownership of pipeline, forecast, deal quality, and team performance. Our software solutions integrate effortlessly with virtually every part of a veterinarian’s business to optimize practice operations. IDEXX software brings together everything from appointment scheduling and preparation to all aspects of a clinical visit, including diagnostics and pet owner communications.

Requirements

7+ years of B2B SaaS or technology sales experience with consistent track record of meeting and exceeding quota as an individual contributor
3+ years of front-line sales management experience with direct accountability for pipeline, forecast, and team quota
Demonstrated ability to scale and improve a team’s performance through disciplined coaching, deal review, and operating cadence
Strong fluency in at least one structured sales methodology (SPICED, MEDDPICC, Sandler, Force Management, or equivalent) and a track record of driving adoption across a team
Forecast accuracy discipline: documented experience hitting ±10% forecast over multiple consecutive quarters
Proficiency in Salesforce as a management tool, including pipeline reporting, stage analytics, and rep performance dashboards
Excellent written and verbal communication; comfort holding direct conversations on performance and accountability while developing talent through trust and coaching
Bachelor’s degree or equivalent professional experience

Nice To Haves

Direct experience in veterinary software, veterinary health technology, healthcare SaaS, or comparable vertical software preferred
Experience operating within a published Sales Engineer engagement model (1:N coverage, entry criteria, SLAs) preferred
Experience leading a sales team through a methodology rollout or commercial transformation preferred

Responsibilities

Own pipeline coverage, stage progression, and forecast accuracy on a weekly cadence, delivering forecasts while proactively identifying and closing pipeline gaps in partnership with Marketing, VSAs, and Inside Sales.
Manage a team, including weekly 1:1s, pipeline reviews, monthly deal reviews, and quarterly business reviews, ensuring consistent execution across team members.
Coach the team, run structured call reviews, and ensure post-demo debriefs.
Drive adoption and completion of a structured discovery curriculum.
Recruit, hire, and retain VSC talent and build a regional bench.
Partner cross-functionally with VSA, Inside Sales, Marketing, Product, Sales Enablement, Implementation, and Customer Success to improve SQL quality, campaign effectiveness, competitive intelligence, methodology adoption, and handoff quality at close.