Acquisition Account Executive, DSO — Dentrix Ascend

About the role

Join a global leader redefining dental practice management and do work that actually matters. As an Acquisition Account Executive, DSO, you will generate net-new Dentrix Ascend revenue within the Dental Support Organization (DSO) and emerging group practice market. This role involves owning the full new-logo sales cycle, from self-sourced prospecting through executive-level negotiation and close.

Responsibilities

• Maintain a self-sourced outbound pipeline generation target, consistently building new-logo opportunities through cold outreach, conference and event prospecting, referral partner development, and account-based targeting.
• Build and maintain a 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) campaigns targeting 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.
• Create detailed, account-specific business plans and mutual close plans to facilitate attainment of net-new logo and net-new ARR targets.
• Deliver value-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.
• Maintain accurate, current leads and opportunities in Salesforce, including sales stage, next steps, and close-date discipline appropriate for long enterprise sales cycles.
• Forecast monthly and quarterly net-new bookings to leadership with a high degree of accuracy.
• Develop and maintain a 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 newly acquired DSO accounts.

Qualifications

• 5 plus years of proven experience in a net-new, hunter-focused B2B SaaS or enterprise technology sales role, with a demonstrated track record of net-new logo acquisition in complex, multi-stakeholder sales cycles (6+ months).
• Demonstrated track record of 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 software sales and change management.
• Strong knowledge of competitive displacement selling — identifying, messaging against, and winning deals from incumbent practice management or DSO software vendors.
• High proficiency in relationship management and strategic partnership development at the executive level (C-suite and VP-level DSO stakeholders).
• Strong organizational and time-management skills, with the discipline to manage a long-cycle (6–12+ 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, outbound new-business development.

Bonus Qualifications

• 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.
• Dental market expertise.
• Enterprise new-business sales experience.