Senior Account Executive, DSO
Job Location:
Job Location:
American Fork, UT - USA
Monthly Salary:
$ 90000 - 95000
Monthly Salary:
Posted on:
20 hours ago
Posted on:
Vacancies:
1 Vacancy
Vacancies:
Job Summary
Shape whats next in dental technology
Join Henry Schein One!
Join Henry Schein One!
Join a globalleaderredefiningdental practice managementand do work Henry Schein Onewe are a team ofcarecatalysts: people who fuel innovation challenge the status quo and bring an entrepreneurial mindset to fuel innovation that enhances patient care and drivesreal resultsfor practices.
Wedontjust talk aboutimpact;we build it!Backed by a trusted reputation ourleaders foster an inclusive and supportive environment where we staysolely focused on our mission empowering you to think boldly collaborate creatively and grow. We havehigh expectationsfor performance and delivering results; as part of awinningteamyoullwork hard challenge the status quo and bring a growth mindset. Here your strengths are recognized your development matters and your winscelebrated.
The Acquisition Account Executive DSO role is a quota-carrying outbound-focused sales hunter responsible for generating net-new Dentrix Ascend revenue within the Dental Support Organization (DSO) and emerging group practice market. This role owns the full new-logo sales cycle from self-sourced prospecting through executive-level negotiation and close and is measured primarily on net-new logosacquiredand net-new ARR booked not on managed-account growth or renewals.
This is a hunter role. The Acquisition AE is an expert at competitive displacement proactivelyidentifyingDSOs and emerging dental groups running on legacy or competitor practice management platformsand building the business case for migration to Dentrix Ascend. Success requires comfort navigating complex multi-stakeholder buying committees (CEO COO CFO CCO IT/Operations leadership) at the DSO support-organization level as well as sustained discipline through long multi-stage sales cycles (typically 612 months) involving competitive RFPs security and IT review and multi-location implementation planning.
This position is Remote within the United States with up to 35% travel as needed
What you will do:
- Maintain a self-sourced outbound pipeline generation target consistently building new-logo opportunities through cold outreach conference and event prospectingreferral partner development and account-based targeting
- Build andmaintaina prioritized target account list of DSOs and emerging dental groups (8 locations) not currently on Henry Schein One platforms ranked by location count growth trajectory funding/PE backing and competitive displacement opportunity
- Partner with Marketing and the Acquisition/Growth team to develop and execute account-based marketing (ABM) campaignstargeting net-new DSO prospects
- Expertly lead teach and take control of complex DSO sales cycles incorporating the Henry Schein One portfolio practice technology change management and growth/acquisition strategy consulting
- Lead competitive displacement strategy including conducting win/loss analysis and incorporating market and competitor intelligence into sales messaging and positioning
- Create detailed account-specific business plans and mutual close plans tofacilitateattainment of net-new logo and net-new ARR targets
- Delivervalue-based insights through discovery and demos tailored to multi-stakeholder DSO buying committees connecting practice/organization needs to Henry Schein One solutions
- Negotiate multifaceted enterprise-level customer agreements including pricing implementation scope and multi-location rollout terms
- Maintainaccurate current leads and opportunities in Salesforce including sales stage next steps and close-date disciplineappropriate forlong enterprise sales cycles
- Forecast monthly and quarterly net-new bookings to leadership with a high degree of accuracy
- Develop andmaintaina working relationship with Henry Schein Dental field sales representatives as a key lead-source and early-signal channel for in-market DSO prospects
- Partner with Sales Engineering Implementation and Customer Success to ensure a smooth handoff from close to onboarding for newlyacquiredDSO accounts
- In addition to the responsibilities listed above this role is responsible for meeting company standards pertaining to quantity and quality of work performed on an ongoing basis performing all work-related tasks in compliance with Company policies and procedures including Worldwide Business Standards and adhering to Company policies procedures and directives regarding standards of workplace behavior
- 5 plusyears of proven experience in a net-new hunter-focused B2B SaaS or enterprise technology sales role with a demonstratedtrack recordof net-new logo acquisition in complex multi-stakeholder sales cycles (6 months)
- High School Diploma or GED
- Demonstratedtrack recordof net-new logo acquisition and quota over-achievement in a dedicated hunter/new-business role (not primarily account management or renewals)
- Expert-level consultative and value-based selling skills suited to complex multi-stakeholder enterprise softwaresalesand change management
- Strong knowledge of competitive displacement selling identifying messaging against and winning deals from incumbent practice management or DSO software vendors
- Highproficiencyin relationship management and strategic partnership development at the executive level (C-suite and VP-level DSO stakeholders)
- Proficiencywith Salesforce CRMrequired;strong working knowledge of MS Office
- Excellent communication and executive presentation skills with the ability to build trust and credibility quickly with senior healthcare operators
- Versed and practiced negotiation skills suited to enterprise multi-location contract structures
- Strong organizational and time-management skills with the discipline to manage a long-cycle (612 month) multi-threaded enterprise pipeline
- Sharp business acumen with the ability to execute business-level and financial conversations with DSO executive leadership
- Self-motivated resilient and energized by proactive outboundnew-businessdevelopment
- Bachelor Degree in business administration sales marketing or a related field
- Experience selling into Dental Support Organizations multi-site healthcare groups or private equity-backed group practices strongly preferred
- Dental marketexpertise
- Enterprisenew-businesssales experience
Travel / Physical Demands
- Typically less than 35%. No special physical demands required
- This position will be working in an office or remote environmentutilizingtypical office equipment with travelrequiredfor client meetings industry conferences andprospectsite visits as needed
The posted base range for this position is $90000.00 - $95000.00 with an OTE (On Target Earnings) range of $180000.00 to $185000.00.This is the expected range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including prior experience training current skills certifications location/labor market internal equity etc.
What youll gain as a #TeamSchein member
- A robust benefits package including health coverage retirement savings with company match paid time off parental leave wellbeing resources education support and MORE!
Henry Schein Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race color religion creed national origin ancestry disability that can be reasonably accommodated without undue hardship sex sexual orientation gender identity age citizenship marital or veteran status or any other legally protected status.
Unfortunately Henry Schein One is not currently hiring individuals residing in Delaware Hawaii North Dakota Rhode Island Vermont Puerto Rico and other US territories.
Required Experience:
Senior IC
About Company
Discover Henry Schein's dental software platform. Simplify workflows, enhance patient care, and streamline your practice with cutting-edge dental technology.
