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