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Dandy is transforming the dental industry (worth over $400B) through technology, building an operating system for dental practices globally. The company is backed by leading venture capital firms and is on a mission to modernize every function of dental practices.
You will lead the newly formed Emerging Enterprise (EEnt) sales team, 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 manage a team of experienced, quota-carrying Account Executives running complex, multi-stakeholder sales cycles. This is the newest team within Dandy's fastest-growing business segment, offering real latitude to create processes, enablement, and talent development from the ground up.
Key Responsibilities:
- Own 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 senior Account Executives; build ramp, career path, and performance standards that scale
- Build the team playbook from scratch: discovery frameworks for multi-location decision committees, ROI models, mutual action plans, pilot-to-rollout expansion paths, and competitive positioning
- Coach to deal strategy through pipeline reviews, deal inspection, forecast accuracy, and multi-threading discipline
- Lead by example: engage directly in strategic opportunities, running executive-level conversations and helping navigate to close
- Partner cross-functionally with Marketing, Enterprise Onboarding/CS, Clinical, and Lab Operations to land and expand accounts
- Drive pipeline hygiene, forecasting, and performance visibility using Salesforce and the broader sales stack
- Work with 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 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, consultative sales cycles
- Experience building enablement and process from scratch—playbooks, deal frameworks, training programs, career ladders
- Strong commercial instincts: comfortable with pricing conversations, contract structure, and building business cases for group-wide decisions
- Data-driven approach to forecasting, pipeline management, and rep performance
- Ability to punch through ambiguity and ramp quickly with limited resources
- Overall track record of professional and academic success
Bonus:
- Experience selling into DSOs, dental groups, healthcare, or other multi-site provider organizations
- Experience standing up a new team or scaling one through a transition from transactional to strategic, enterprise motion
- Experience with marketplace models
- Part of a startup acquisition or IPO
- Outstanding professional references
- Relentlessly positive attitude, strong sense of humor, and ability to have fun at work
