IDEXX Laboratories

Associate Director of Enterprise Sales - Veterinary Software

Virtual United States · Director

Sponsorship not specifiedDetected 28 days ago

SalesForecastingProcurementLeadershipCollaboration

About the role

Your team's work includes new placements, competitive conversions, and multi-product expansion across multi-location accounts.
You will serve as primary commercial interface between IDEXX Veterinary Software and our Corporate Accounts.
Why IDEXX: We're proud of the work we do, because our work matters.

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 drive contracting velocity with Legal, Finance, and Deal Desk by establishing prioritization and SLA discipline to ensure agreements and redlines progress predictably.
You will 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.
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.
You will own the most complex and highest-value selling motion in the

Ability to influence and align stakeholders without direct authority across legal, finance, implementation, and adjacent commercial teams
What you can expect from us:

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
Bachelor's degree required
MBA or equivalent experience preferred

Health / Dental / Vision benefits day one
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
Our culture is one that embraces challenges and encourages learning and discovery.
At IDEXX, you'll be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.
Knowing our work makes a meaningful impact on the health and well-being of pets and people is what motivates us every day.
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.
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

IDEXX is an equal opportunity employer.
IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.

because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any p

This listing is sourced directly from IDEXX Laboratories's careers page and normalized into a canonical job model.