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Pearl is an AI-powered clinical operations platform for dental service organizations (DSOs) and practices. The platform helps dentists streamline clinical workflows, enhance diagnostics, and optimize operations across hundreds of locations.
You will serve as Enterprise Account Manager, owning the commercial relationship and account strategy for dental practice groups with 75–499 locations. Your primary focus is accelerating Live ARR (Annual Recurring Revenue) through expansion and retention of enterprise customers. You begin ownership once a proof-of-concept (POC) converts to a paid, live implementation, or when existing customers pursue significant expansion.
Key responsibilities include:
• Own the commercial and strategic relationship for assigned enterprise accounts, serving as the primary point of contact for customer leadership
• Drive revenue targets for expansion ARR and retention; convert POC engagements into paid, live implementations
• Identify and quantify expansion opportunities (new locations, use cases, practitioner adoption) and build business cases aligned to customer ROI
• Manage contract renewals and secure expansion commitments before expiration; close deals within your authority and escalate complex deals to leadership
• Maintain accurate CRM forecasts and pipeline; proactively identify at-risk relationships and develop retention strategies
• Own and lead quarterly business reviews (QBRs) and executive business reviews (EBRs) appropriate to account complexity
• Prepare and present metrics-driven reviews demonstrating ROI, adoption, and expansion readiness
• Maintain a rolling 12-month account plan with growth targets, success metrics, risk factors, and execution calendar
• Partner cross-functionally with Onboarding & Implementation, Product/Engineering, and Data & Analytics to accelerate go-live, advocate for priority fixes, and validate expansion through ROI reporting
• Manage implementation timelines and success plans; track progress against milestones and escalate risks immediately
You are detail-oriented, organized, and self-directed, capable of managing multiple accounts and prioritizing effectively. You are a sales leader first, focused on revenue acceleration while building strategic partnerships.
REQUIREMENTS:
• 5+ years of enterprise account management or sales experience
• Proven ability to expand existing accounts and drive revenue growth
• Experience managing customer relationships across multiple locations
• Experience driving POC conversions or complex sales cycles to closure
• Strong analytical and business acumen; comfort with SaaS metrics and ROI modeling
• Excellent communication and stakeholder management skills
• Exceptional organizational skills; detail-oriented with strong follow-through
• Self-directed; able to manage multiple accounts and prioritize effectively
• Healthcare or SaaS experience preferred
• Willingness to travel up to 50% (customer visits, strategy sessions, QBRs/EBRs)
NICE TO HAVE:
• Background in multi-location or DSO operations
• Experience with healthcare technology or dental software
• Consultative selling experience
• Experience with Salesforce or similar CRM systems
