Job Description

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.

Why this role matters:

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.

In this role:

• 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 bring discipline to deal shaping and qualification in long, complex cycles often bundled with diagnostic-agreement negotiations alongside software contracts.

• 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 serve as the connective leader between Veterinary Software sales and IDEXX Corporate Accounts, ensuring software and diagnostics are pursued together into corporate groups.

• You will deepen collaboration with diagnostic Corporate Accounts teams to align on shared enterprise accounts and operate as an interlocked function.

• You will position IDEXX’s integrated platform (PIMS, diagnostics, Vello, payments, data services) as a unified consolidation solution for corporate groups.

• 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.

What you need to succeed:

• 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

What you can expect from us:

• 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

Why IDEXX:

We’re proud of the work we do, because our work matters. An innovation leader in every industry we serve since 1983, our team members help pet owners worldwide keep their companion animals healthy and happy, ensure safe drinking water for billions, and help farmers protect livestock and poultry from disease.

We have customers in over 175 countries and a collaborative global workforce. 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. If meaningful work and a sense of purpose are at the top of your list, you’ll find it here.

Let’s pursue what matters together. 

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.

IDEXX is an equal opportunity employer. Applicants will not be discriminated against 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 protected category prohibited by local, state, or federal laws.

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