Enterprise Account Executive, DSO

Accountabilities

• • Develop and execute strategic account plans for assigned DSOs and multi-site group practices, driving enterprise-wide adoption of practice management and related technology solutions.
  • Identify, prioritize, and pursue expansion opportunities by aligning solutions across practice management, patient engagement, revenue cycle management, analytics, and other technology areas with customer objectives.
  • Build and maintain trusted relationships with CEOs, COOs, CFOs, CIOs, clinical leaders, operations executives, regional managers, and practice-level stakeholders.
  • Partner with executive stakeholders to develop technology standardization strategies that establish scalable and consistent technology environments across affiliated locations.
  • Lead complex enterprise sales cycles involving multiple stakeholders, business units, and locations, from discovery and business-case development through solution evaluation, implementation planning, negotiation, and executive decision-making.
  • Deliver consultative, value-based presentations and demonstrations tailored to the operational, financial, and strategic priorities of enterprise customers.
  • Develop account-specific growth and mutual success plans to accelerate product adoption, increase utilization, and achieve revenue targets.
  • Identify organizational, operational, and technical barriers to adoption and build consensus around enterprise-wide technology initiatives.
  • Negotiate enterprise agreements covering pricing, deployment approaches, implementation scope, and multi-location rollout strategies.
  • Build strong relationships with field sales representatives and other internal partners to uncover expansion opportunities and support strategic customer initiatives.
  • Collaborate with Marketing, Customer Success, Sales Engineering, Implementation, Product, and other teams to maximize customer value and platform adoption.
  • Maintain accurate account plans, opportunity records, pipeline activity, and forecasts within Salesforce CRM.
  • Monitor customer objectives, acquisitions, growth initiatives, and operational priorities to proactively uncover new opportunities for value creation.
  • Provide accurate monthly and quarterly forecasts while maintaining a healthy pipeline of strategic expansion opportunities.
  • Serve as a trusted advisor to enterprise customers, helping them modernize operations, improve practice performance, and advance digital transformation through cloud-based technology.
  • Maintain high standards of work quality, comply with applicable policies and procedures, and contribute effectively to a collaborative, results-oriented environment.

  Requirements

  • 5+ years of successful experience in enterprise SaaS, healthcare technology, practice management software, or related technology sales, with a demonstrated record of growing strategic accounts and exceeding revenue targets.
  • High school diploma or GED required; a bachelor’s degree in business administration, sales, marketing, or a related field is preferred.
  • Proven expertise in consultative and value-based selling, with the ability to connect technology solutions to strategic business objectives across multiple stakeholder groups.
  • Demonstrated success generating revenue through account expansion, cross-selling, upselling, technology standardization, or digital transformation within complex organizations.
  • Experience building and maintaining executive-level relationships with C-suite, VP-level, operational, and other senior stakeholders.
  • Strong account planning and territory management capabilities, including experience developing and executing long-term growth strategies for large, complex accounts.
  • Experience navigating sophisticated enterprise sales cycles involving multiple decision-makers, business units, and locations.
  • Strong business and financial acumen, with the ability to engage senior leaders in operational, financial, and strategic discussions.
  • Excellent communication, presentation, facilitation, negotiation, and relationship-building skills.
  • Proficiency with Salesforce CRM and strong working knowledge of Microsoft Office applications.
  • Exceptional organization and time-management skills, with the ability to manage several strategic opportunities and initiatives simultaneously.
  • Strong problem-solving abilities and a track record of identifying customer challenges, developing compelling business cases, and driving adoption.
  • Self-motivated, results-oriented, and comfortable operating independently in a remote environment.
  • Experience selling to Dental Support Organizations, multi-site healthcare groups, or private-equity-backed organizations is strongly preferred.
  • Knowledge of dental practice management systems, patient engagement, revenue cycle management, analytics, or other healthcare technology solutions is an advantage.
  • Experience leading technology standardization, cloud migration, digital transformation, or enterprise technology roadmap initiatives is highly valued.
  • Willingness and ability to travel up to 35% for customer meetings, industry conferences, trade shows, and prospect visits.
  • Must be legally authorized to work in the United States; the role is currently unavailable to candidates residing in certain states and U.S. territories, including Delaware, Hawaii, North Dakota, Rhode Island, Vermont, and Puerto Rico.

  Benefits

  • Base salary range of $70,000–$75,000.
  • On-target earnings (OTE) of $140,000–$146,000, including variable compensation.
  • Compensation may vary based on experience, skills, certifications, location, labor market conditions, and internal equity.
  • Remote work opportunity within the United States.
  • Comprehensive health coverage.
  • Retirement savings plan with company match.
  • Paid time off.
  • Paid parental leave.
  • Wellbeing and employee support resources.
  • Education and professional development support.
  • Opportunities to grow strategic enterprise accounts and build senior-level customer relationships.
  • Travel opportunities for client engagements, industry conferences, and dental trade shows.