Founding Sales Manager, Emerging Enterprise

About the role

We're hiring a Sales Manager to lead our Emerging Enterprise (EEnt) team — the reps responsible for winning multi-location dental groups and emerging DSOs in the 4–9 location range. Reporting to the Head of Emerging Enterprise, you'll lead a team of experienced, quota-carrying Account Executives running complex, multi-stakeholder sales cycles. This is the newest team inside Dandy's fastest-growing business segment, which means the playbook isn't fully baked yet. You'll have real latitude to create, build, and develop: the processes, the enablement, and most importantly the talent. If you want a seat where your fingerprints are on how a team operates rather than inheriting someone else's system, this is it.

Responsibilities

• Own the strategy, structure, and quota performance of the EEnt team, including territory design, account prioritization, and outbound motion into multi-location groups
• Sell alongside, coach, and develop a team of senior Account Executives — and build the ramp, career path, and performance bar that scales beyond your first cohort
• Build the team playbook from the ground up: discovery frameworks for multi-location decision committees, business-case and ROI models, mutual action plans, pilot-to-rollout expansion paths, and competitive positioning against national labs and chairside milling
• Coach to deal strategy, not just activity: pipeline reviews, deal inspection, forecast accuracy, and multi-threading discipline
• Lead by example: engage directly in your team's most strategic opportunities, running exec-level conversations and helping navigate to close
• Partner cross-functionally with Marketing, Enterprise Onboarding/CS, Clinical, and Lab Operations to land accounts that scan, order, and expand across every location
• Use Salesforce and the broader sales stack to drive rigorous pipeline hygiene, forecasting, and performance visibility
• Work with the Head of Emerging Enterprise and senior sales leadership on KPIs, capacity planning, and revenue targets

Requirements

• 5+ years of sales experience in a high-growth environment, with at least 3 years managing teams of 7+ individual reps (SaaS or B2B experience highly preferred)
• Track record of success carrying and exceeding quota personally before moving into management through exceptional performance
• Demonstrated experience selling into or managing teams that sell to multi-location, multi-stakeholder accounts with longer, more consultative sales cycles