Associate Director of Enterprise Sales - Veterinary Software

📋 Description

• • Lead, coach, and develop a team of Enterprise Sales Account Managers (ESAMs) responsible for driving revenue growth across corporate veterinary groups through new placements, competitive conversions, and multi-product expansion.
• • Own the enterprise software bookings target, managing a concentrated book of high-value corporate accounts that generate the majority of recurring revenue for IDEXX Veterinary Software.
• • Execute a cradle-to-grave sales model for enterprise accounts, guiding relationships from initial net-new pursuit through long-term expansion and renewal.
• • Manage complex, multi-year enterprise sales cycles involving C-suite stakeholders, multi-party buying committees, legal/procurement negotiations, and large-scale multi-location implementations.
• • Partner with Revenue Operations and Deal Desk to ensure pipeline health, forecast accuracy, and deal velocity across extended sales cycles.
• • Drive contracting velocity by establishing prioritization and SLA discipline with Legal, Finance, and Deal Desk teams to accelerate agreement finalization and redline resolution.
• • Serve as the primary commercial interface between IDEXX Veterinary Software and corporate veterinary groups, ensuring alignment between software, diagnostics, Vello, payments, and data services offerings.
• • Deepen collaboration with IDEXX’s diagnostic Corporate Accounts teams to align on shared enterprise targets and operate as an interlocked commercial function.
• • Position IDEXX’s integrated platform as a unified consolidation solution for corporate veterinary groups, emphasizing the value of bundled software and diagnostic solutions.
• • Defend enterprise relationships against competitive PIMS vendors, proactively managing displacement risk and partnering with Implementation and Customer Operations to mitigate renewal and expansion risks.
• • Apply strong commercial judgment to qualify deals, shape proposals, and navigate complex bundling scenarios where software contracts are negotiated alongside diagnostic agreements.
• • Build and operationalize onboarding and enablement programs for ESAMs, and define territory and capacity plans to optimize team performance and scalability.
• • Establish clear roles and integration with Sales Engineering to enhance deal shaping and technical credibility during enterprise sales motions.
• • Operate with executive presence in C-suite and procurement meetings, demonstrating deep empathy for how multi-location veterinary groups evaluate and adopt software solutions.
• • Stand up new processes, swim lanes, and roles as the team scales, operating effectively in ambiguity with a bias toward action.
• • Maintain disciplined deal qualification and forecasting practices to ensure predictable revenue outcomes in long-cycle, high-stakes enterprise environments.