Senior Sales Manager - Veterinary Software

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. Why this role matters: 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. 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 ±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 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 Why IDEXX? We’re proud of the work we do, because our work matters. An innovation leader in every industry we serve, we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy, to ensure safe drinking water for billions, and to help farmers protect livestock and poultry from disease. We have customers in over 175 countries and a global workforce of over 10,000 talented people. So, what does that mean for you? We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery. At IDEXX, you will be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement. 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. #LI- SUPPORT