IDEXX

Senior Sales Manager - Veterinary Software

IDEXX • $100K — $130K *
US-AnywhereRemote in United States
Healthcare
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 7+ years of B2B SaaS or technology sales experience with a strong record of exceeding quota
  • 3+ years of frontline sales management experience with responsibility for pipeline and team goals
  • Proven ability to boost team performance through effective coaching and structured reviews
  • Strong understanding of established sales methodologies and experience implementing them
  • Documented history of achieving over 110% forecast accuracy across multiple quarters
  • Familiarity with Salesforce for tracking and performance analytics
  • Excellent communication skills for accountability and coaching
  • Bachelor's degree or equivalent experience
  • Preferred experience in veterinary software or health technology

Responsibilities

  • Own pipeline coverage and forecast accuracy on a weekly basis
  • Manage and mentor a team through structured meetings and reviews
  • Coach team members and ensure effective call reviews and post-demo debriefs
  • Drive structured discovery curriculum adoption among the team
  • Recruit and retain top VSC talent to build a strong regional team
  • Collaborate with various departments to enhance sales processes and campaign effectiveness

Benefits

  • Lucrative quarterly incentive compensation based on performance
  • Equity participation
  • Health, dental, and vision benefits starting on day one
  • 5% matching 401k contributions
  • Diverse additional benefits including pet insurance and mental health resources
Full Job Description
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.

In this role:

  • You will 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.
  • You will manage a team, including weekly 1:1s, pipeline reviews, monthly deal reviews, and quarterly business reviews, ensuring consistent execution across team members.
  • You will coach the team, run structured call reviews, and ensure post-demo debriefs.
  • You will drive adoption and completion of a structured discovery curriculum.
  • You will recruit, hire, and retain VSC talent and build a regional bench.
  • You will 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.


What you need to succeed:
  • 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 B110% 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
  • 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


What you can expect from us:
  • Base salary
  • Lucrative quarterly incentive compensation based on goal achievement
  • Equity
  • Health / Dental / Vision Benefits Day-One
  • 5% matching 401k
  • 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


#LI- SUPPORT

About IDEXX

IDEXX Laboratories, Inc. is an American multinational corporation engaged in the development, manufacture, and distribution of products and services for the companion animal veterinary, livestock and poultry, water testing, and dairy markets. Incorporated in 1983 and headquartered in Westbrook, Maine, and EMEA in Hoofddorp, Netherlands, IDEXX offers products to customers in over 175 countries around the world.
Learn more about IDEXX
Size
10,350 employees
Market Cap
$33.7 billion
Industry
Healthcare
Net Income
$581.7 million
Founded
1983
5 Year Trend
+12.6%
Revenue
$2.7 billion
NASDAQ
IDXX
* Ladders Estimates

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