Senior Director of Commercial Enablement

As a Senior Director of Commercial Enablement, you will direct Commercial Enablement activities, providing systems, tools, processes, and programs that support Sales Professionals and Commercial teams globally. You’ll lead the development and execution of strategies to improve sales productivity, standardize workflows, and enhance the effectiveness of customer engagement across the commercial organization.

Why this role matters:

The Senior Director of Commercial Enablement partners closely with Sales Leadership on sales goaling and incentive compensation strategies. Your work in this role helps align commercial behaviors with business objectives and drive performance. Your decisions will have a significant impact on sales productivity, customer engagement, and commercial performance across the organization. You will shape long-term strategy for enablement innovation, talent development, and operating efficiency, with measurable impact on Sales.

In this role:

• You will direct and control the activities of Commercial Enablement through a team of leaders, while also contributing directly to key strategic and operational initiatives.

• You will operate with a high degree of independence and regularly interact with senior and executive leadership.

• You will lead the development and execution of strategies to improve sales productivity and effectiveness, including simplifying and standardizing workflows across sales planning, engagement, and deal execution, enhancing access to customer and business intelligence, and increasing customer-facing time for sales professionals.

• You will align and integrate systems, data, and processes including consistent data governance practices to enable trusted, enterprise-wide insights across Sales, Marketing, IT, Finance, and Analytics to support a consistent and scalable commercial operating model.

• You will champion innovation in commercial enablement through the integration of AI-enabled insights, advanced analytics, and scalable digital solutions to drive data-informed decision making, increase efficiency, and optimize the sales professional experience, while building a high-performing, future-ready enablement function with a strong focus on talent development, capability building, and organizational health.

• You will build strong relationships with leaders across the organization to drive alignment, influence prioritization of Sales and Marketing efforts based on customer engagement insights and highest-value opportunities, and ensure coordinated execution across the commercial ecosystem.

• You will lead the continued evolution of Commercial Enablement capabilities through the use of advanced technologies, including AI-enabled solutions, to improve usability, streamline processes, and support data-driven decision making.

• You will partner with Sales Leadership to develop sales goaling and incentive compensation strategies and drives execution, ensuring alignment with business objectives, sales priorities, and desired behaviors to drive performance and growth.

• You will develop and manage the operating plan for Commercial Enablement, including budget, staffing, and technology investments required to execute strategic priorities.

• You will build and develop a high-performing Commercial Enablement organization, including defining critical capabilities, investing in upskilling (e.g., data literacy, AI fluency), and ensuring strong engagement, succession planning, and bench strength across the function.

• You will communicate Commercial Enablement strategy, progress, and performance to senior and executive leadership, translating complex data and initiatives into clear business narratives that inform decision making.

• You will maintain awareness of industry developments, technologies, and best practices.

What you will need to succeed:

• 10+ years of progressive experience in commercial enablement, sales operations, or a related commercial function, with at least 5 years in a people leadership role

• Bachelor’s degree or equivalent combination of education and experience

• Proven leadership experience directing complex, cross-functional business initiatives

• Strategic thinking and ability to develop and execute business and operational strategies

• Strong ability to work collaboratively across Sales, Marketing, IT, Finance, and Analytics

• Experience leading system, process, or enablement transformations in a commercial environment, including leveraging AI, automation, or advanced analytics to drive commercial insights and operational efficiency

• Experience with Sales Goaling, Incentive Compensation, or performance management frameworks

• Strong analytical and problem-solving skills with ability to translate insights into action

• Ability to influence and lead within a matrix organization, including experience with change management and leadership in driving adoption of new ways of working

• Ability to translate complex commercial data and strategies into clear narratives for executive audiences

• Experience building and developing high-performing teams, including coaching leaders and fostering innovation and continuous learning

• Demonstrated ability to drive change and improve business performance

Location:

• Candidates will be required to be on site 4 days a week in our Westbrook, ME office.

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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