Enterprise Account Executive, DSO

About the role

The Enterprise Account Executive, DSO is a quota-carrying sales professional responsible for expanding Henry Schein One's footprint within existing Dental Support Organization (DSO) and multi-site group practice accounts. This role focuses on driving Dentrix Ascend adoption across affiliated locations while identifying and executing cross-sell and upsell opportunities throughout the Henry Schein One portfolio.

Responsibilities

• Develop and execute strategic account plans for assigned Dental Support Organizations (DSOs) and multi-site group practices, driving enterprise-wide adoption of Dentrix Ascend and the broader Henry Schein One portfolio
• Identify, prioritize, and pursue expansion opportunities within existing accounts by aligning practice management, patient engagement, revenue cycle, analytics, and other technology solutions to organizational initiatives and business objectives
• Partner with executive stakeholders to create and execute technology standardization strategies that establish a unified, scalable technology ecosystem across all affiliated locations
• Build and maintain strong relationships with key decision makers and influencers, including CEOs, COOs, CFOs, CIOs, clinical leadership, operations leadership, regional management, and practice-level stakeholders
• Deliver consultative, value-based presentations and demonstrations tailored to the strategic, operational, and financial priorities of DSO leadership teams
• Lead complex enterprise sales cycles involving multiple stakeholders, business units, and locations, guiding customers through discovery, business case development, solution evaluation, implementation planning, and executive decision-making
• Develop account-specific growth plans and mutual success plans designed to accelerate Dentrix Ascend adoption, expand utilization of Henry Schein One solutions, and achieve revenue growth objectives
• Navigate organizational, operational, and technical barriers to adoption while building consensus around enterprise-wide technology initiatives
• Negotiate enterprise-level agreements, including pricing, deployment strategies, implementation scope, and multi-location rollout plans
• Develop and maintain strong relationships with Henry Schein Dental field sales representatives as strategic partners for identifying expansion opportunities and supporting customer technology initiatives
• Closely partner with Marketing, Customer Success, Sales Engineering, Implementation, and Product teams to identify growth opportunities, support customer initiatives, and maximize platform adoption
• Maintain accurate account plans, opportunities, pipeline activity, and revenue forecasts within Salesforce CRM
• Serve as a trusted advisor to DSO leadership, helping customers modernize operations, improve practice performance, and advance digital transformation initiatives through cloud-based technology solutions
• Provide accurate monthly and quarterly forecasts while maintaining a healthy pipeline of expansion opportunities across assigned accounts
• Monitor customer business objectives, acquisition activity, growth initiatives, and operational priorities to proactively identify opportunities for additional value creation through the Henry Schein One portfolio

Qualifications

• 5+ years of successful experience in enterprise SaaS, healthcare technology, practice management software, or related technology sales, with a demonstrated track record of growing strategic accounts and exceeding revenue targets
• Expertise in consultative, value-based selling and the ability to align technology solutions with strategic business objectives across multiple stakeholder groups
• Proven success driving revenue growth through account expansion, cross-sell, upsell, technology standardization, or digital transformation initiatives within complex customer environments
• Demonstrated ability to build and maintain executive-level relationships with C-suite, VP-level, and operational stakeholders
• Strong account planning and territory management skills, with experience developing and executing long-term growth strategies within large, complex organizations
• Excellent communication, presentation, and facilitation skills, with the ability to build credibility and influence executive audiences
• Experience navigating complex enterprise sales cycles involving multiple decision-makers, business units, and locations
• Proficient with Salesforce CRM; strong working knowledge of Microsoft Office applications
• Exceptional organizational and time-management skills, with the ability to manage multiple expansion opportunities and strategic initiatives simultaneously
• Strong business and financial acumen, with the ability to engage in operational, financial, and strategic discussions with executive leadership
• Demonstrated ability to identify customer challenges, uncover growth opportunities, and develop business cases that support enterprise-wide technology adoption
• Self-motivated and results-oriented, with a passion for helping customers achieve operational excellence and long-term business growth through technology

What We Are Looking For

• 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
• Knowledge of dental practice management systems, patient engagement solutions, revenue cycle management, analytics, or other healthcare technology solutions
• Experience leading large-scale technology standardization, digital transformation, or cloud migration initiatives
• Demonstrated success expanding enterprise accounts and driving adoption across multi-site organizations
• Experience working with executive stakeholders to develop and execute long-term technology roadmaps

What Will Set You Apart

• Experience working in a remote or hybrid environment
• Experience with dental practice management systems, patient engagement solutions, revenue cycle management, analytics, or other healthcare technology solutions
• Experience leading large-scale technology standardization, digital transformation, or cloud migration initiatives
• Demonstrated success expanding enterprise accounts and driving adoption across multi-site organizations
• Experience working with executive stakeholders to develop and execute long-term technology roadmaps