Senior Sales Manager

About the Role

Torch Dental is building the operating system for dental practices. Based in NYC and Austin, we're on a mission to modernize the dental supply chain and revenue cycle — helping practices save time, reduce costs, and improve profitability through software that transforms critical parts of their business.

This is a rare opportunity to step into a Sales Manager seat at a genuine inflection point. You’ll inherit a team with strong existing SOPs, tooling, and process infrastructure where your job is to enforce rigorous execution against those standards, identify where they need to evolve, and lead the team taking the agentic AI RCM product to market.

Responsibilities

• Lead, develop, and hold accountable a team of high-performing Account Executives.
• Set a high performance bar and build a culture of ownership, urgency, and continuous improvement.
• Own core sales metrics: opportunity creation, opportunity-to-close conversion rate, pipeline coverage ratio, and rep attainment distribution.
• Run structured pipeline reviews, call reviews, and deal coaching to move the numbers.
• Drive strict adherence to existing SOPs and operating rhythms.
• Ensure consistency in deal execution, pipeline management, and forecasting.
• Eliminate ambiguity.
• Actively coach AEs on discovery, objection handling, and closing, and step in directly when needed to unblock, accelerate, and improve outcomes.
• Identify patterns in lost deals, conversion gaps, and rep performance.
• Translate data into actionable changes across process, messaging, and pricing within the first 3 to 6 months.
• Partner with Marketing, RevOps, and Product on lead quality, sales effectiveness, and the RCM product launch GTM motion.
• Serve as a key voice of the customer internally.
• Own accurate forecasting and pipeline health.
• Identify risks early and address them with urgency.

Requirements

• 4 to 7 years managing Account Executives in a high-velocity, transactional SMB or mid-market sales environment (ASP $5K to $15K)
• Proven track record improving opportunity-to-close conversion rates and driving consistent team attainment
• Fluent in the metrics: pipeline coverage, conversion rates, ramp time, rep attainment distribution, and comfortable using data to make decisions and coach reps
• Experience at a Series B/C-stage startup or similarly fast-paced, ambiguous environment
• Strong operator mindset: highly organized, process-oriented, and detail-focused
• Deep coaching experience across discovery, objection handling, and closing in a short-cycle sales motion
• Proficiency in Salesforce (or equivalent CRM) and spreadsheets for pipeline management and forecasting
• High emotional intelligence: able to manage rep motivation, morale, and performance accountability simultaneously

Nice to Have

• Experience in dental, healthcare, or vertical SaaS
• Background selling into SMB practice owners or similar owner-operator buyers
• Experience in a player-coach capacity: selling and managing simultaneously
• Experience launching a new product alongside an existing sales motion

Benefits

• Competitive base salary commensurate with experience
• Competitive OTE with uncapped commission above target
• Equity: Competitive equity package commensurate with experience
• Best-in-class health and dental benefits
• Flexible parental leave
• 401(k) retirement savings plan
• Flexible vacation policy
• Collaborative, high-performance culture with significant ownership and impact
• Work in a vibrant and growing Austin office