Sales Engineer - Veterinary Software

IDEXX Laboratories, Inc; Portland (ME); Remote; USD 108,000 - 132,000; Full time

Benefits offered by this job

Health / Dental / Vision benefits day

Equity

5% matching 401k

On-the-job training and career growth

Annual cash bonus opportunities

Job summary

IDEXX Laboratories, Inc. is seeking a Sales Engineer to translate veterinary software capabilities into measurable outcomes for complex deals. You will tailor product demonstrations for each practice, handling technical questions and guiding customers from validation to close.

You will work with ezyVet, Neo, Cornerstone integrations, and cloud migrations, while coaching sales teams and contributing to enablement materials. A strong background in SaaS veterinary tech and APIs is essential.

Qualifications

• Bachelor's degree or equivalent in CS, engineering, veterinary tech, or related field.
• 5+ years in SaaS or veterinary tech sales engineering or pre-sales.
• Hands-on expertise with PIMS such as ezyVet, Neo, Cornerstone; ability to demonstrate across all three.
• Deep understanding of veterinary practice workflows and practice economics.
• Strong API, SaaS architecture, integration, and data migration knowledge.
• Experience with defined sales methodologies and tiered SE engagement.
• Excellent communication and presentation skills with technical and non-technical audiences.
• Direct IDEXX or similar integrations experience preferred.
• Legacy-to-cloud migrations experience preferred.

Responsibilities

• Design and deliver tailored product demonstrations based on customer pain points.
• Demonstrate IDEXX Vet software products, matching capabilities to outcomes.
• Address technical questions and objections with a consultative approach.
• Assess technical requirements including workflows, data migration, and security.
• Lead validation activities like POC sessions and solution workshops.
• Develop solution architectures and migration plans for implementation.
• Collaborate with sales on account strategy and deal handoffs.
• Coach on product knowledge and enablement materials.
• Provide feedback to Product/Marketing on competitive insights.
• Maintain deep expertise across IDEXX veterinary software portfolio.

Skills

Sales engineering

Solution consulting

Pre-sales

PIMS experience

Education

Bachelor's degree or equivalent in CS/Engineering/Veterinary Tech

Tools

ezyVet

Neo

Cornerstone

Job description

Why this role matters:

IDEXX offers multiple veterinary software products, including systems for practice management, pet owner engagement, workflow, and payments. The Sales Engineer maps software features to a quantified customer pain, and provides the technical depth needed to compete and win in our most complex deals.

In this role:

• You will design and deliver tailored product demonstrations based on customer pain points, beginning with a clear validation of needs before presenting solutions.

• You will demonstrate ezyVet, Neo, Cornerstone, and related Veterinary Software solutions, clearly aligning product capabilities to measurable customer outcomes while maintaining an engaging, customer-focused dialogue.

• You will manage and resolve technical questions and objections using a structured, consultative approach, identifying and documenting additional customer needs as they arise.

• You will assess technical requirements including workflows, integrations, data migration, infrastructure, security, and user adoption considerations.

• You will lead technical validation activities such as proof-of-value sessions, solution workshops, and integration discussions with technical stakeholders.

• You will develop and document solution architectures, integration strategies, and migration plans that ensure a smooth transition to implementation, and contribute technical expertise to RFPs and security reviews.

• You will prioritize and engage in opportunities aligned to defined criteria, balancing workload to support high-impact deals while adhering to established service levels.

• You will collaborate closely with sales partners on account strategy and preparation, and ensure a comprehensive technical handoff at deal close, including solution context and success criteria.

• You will support the development of sales capability by coaching on product knowledge, demonstration best practices, and value-based storytelling, while contributing to enablement materials and training programs.

• You will provide structured feedback to Product and Marketing teams on competitive insights, product gaps, and market dynamics, contributing to positioning and messaging development.

• You will maintain deep expertise across the Veterinary Software portfolio and veterinary practice workflows, leveraging knowledge of integrated solutions to articulate competitive differentiation.

What you need to succeed:

• Bachelor's degree or equivalent experience in Computer Science, Engineering, Veterinary Technology, or related field

• 5+ years in sales engineering, solution consulting, or pre-sales roles in SaaS or veterinary technology

• Proven, hands-on expertise with PIMS systems, e.g. ezyVet, Neo, Cornerstone, or directly comparable platforms; ability to demonstrate at depth across all three preferred

• Deep understanding of veterinary practice workflows (clinical, operational, financial) and the operational economics of a small-animal or mixed practice

• Strong understanding of APIs, SaaS architecture, integration patterns, and data migration approaches

• Demonstrated success operating within a defined sales methodology (SPICED, MEDDPICC, Sandler, or equivalent) and within a tiered sales engineering engagement model with published entry criteria and SLAs

• Excellent communication and presentation skills with both technical and non-technical audiences

• Demonstrated ability to mentor others and simplify complex concepts

• Direct experience with IDEXX or similar diagnostics integrations and lab system workflows preferred

• Experience with legacy-to-cloud PIMS migrations (Cornerstone-to-cloud, AVImark, etc.) and the change management that accompanies them preferred

• Familiarity with ROI / cost-of-inaction quantification frameworks at the practice level preferred

What you can expect from us:

• Base salary of $120000+ based on experience

• Opportunity for annual cash bonus

• 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, mentalhealth resources, volunteer paid days off, employee stock program, foundation donationmatching, and much more

• Additional benefits including but not limited to financial support, pet insurance, mentalhealth resources, volunteer paid days off, employee stock program, foundation donationmatching, 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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