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Pearl is an AI-powered clinical operations platform serving dental service organizations and practices. The company helps dentists streamline workflows, enhance diagnostics, and optimize operations across hundreds of locations.
You will build and lead Pearl's Enterprise Account Management function from the ground up. This is a sales leadership role focused on accelerating Live ARR across your portfolio while creating a scalable function that becomes the backbone of enterprise customer success. You'll own the commercial relationship for 3–5 strategic dental practice groups (75–499+ locations) while establishing best practices, building systems and processes, and developing a team of 3–5 Account Managers overseeing mid-market (20–74 locations) and enterprise (75+ locations) customers.
Key responsibilities include:
Team Leadership: Build the Account Management function from scratch—define role clarity, hiring profiles, compensation philosophy, and team structure. Establish account management processes, playbooks, methodologies, and templates that scale. Hire, onboard, and develop a high-performing team of 3–5 Account Managers. Create and own team KPIs (revenue, retention, expansion, forecast accuracy, pipeline discipline).
Commercial Ownership & Revenue Growth: Own 3–5 assigned Enterprise accounts as primary contact for customer leadership. Take responsibility for identifying growth opportunities, account health, and product adoption. Own individual expansion ARR and retention targets. Own the team's collective revenue performance and forecast. Drive POC conversion, quantify expansion opportunities, manage renewals, and maintain accurate pipeline and 12-month account plans. Proactively identify at-risk relationships and develop retention strategies.
Customer Engagement & Execution: Lead QBRs/EBRs for assigned accounts with metrics-driven reviews demonstrating ROI. Build account growth plans with clear milestones, success metrics, and risk identification. Guide team through QBR preparation and execution. Manage implementation timelines and coordinate with Onboarding, Product, and Analytics.
Function & Cross-Functional Leadership: Design and implement Account Management function strategy, operating model, and tooling. Partner with Enterprise Sales, Solutions Consulting, and Operations on account strategy and go-to-market approach. Define how Account Management operates with Product, Engineering, Onboarding, and Analytics. Lead forecasting, pipeline reviews, quarterly business planning, and executive reporting.
Requirements:
- 7+ years in enterprise account management, sales, or revenue growth, including 3+ years building or scaling a SaaS Account Management function or establishing the playbook in a high-growth environment
- Proven track record of expanding existing accounts and driving revenue growth at scale, including POC conversions and complex sales-cycle closures within large, multi-location customer relationships
- Demonstrated ability to build and articulate a repeatable account management playbook, backed by strong SaaS metrics/ROI modeling acumen and stakeholder management across C-suite and cross-functional teams
- Track record of mentoring and developing sales professionals as a self-directed leader who manages multiple accounts, direct reports, and competing priorities with strong organizational discipline and follow-through
- Demonstrated AI curiosity and a builder's mindset—quick to adopt AI/LLM tools and automation to eliminate manual workflows and create scalable systems
- Healthcare or SaaS experience preferred; willingness to travel up to 40%
Nice to have: Experience building Account Management functions at 0→1 or high-growth companies, multi-location or DSO operations background, healthcare technology or dental software experience, consultative selling and HubSpot CRM experience, startup or high-growth company experience, remote or geographically dispersed team management experience.
