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Dandy is transforming the dental industry (worth over $400B) through technology, building an operating system for dental practices globally. This role leads the newly formed Emerging Enterprise (EEnt) sales team, responsible for winning multi-location dental groups and emerging DSOs in the 4–9 location range.
You will report to the Head of Emerging Enterprise and manage a team of experienced, quota-carrying Account Executives navigating complex, multi-stakeholder sales cycles. This is a foundational role where the playbook is still being built—you'll have significant latitude to create processes, enablement strategies, 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 by engaging directly in strategic opportunities and running executive-level conversations
- 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
- Collaborate with 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
- 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
- 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 multi-site provider organizations
- Experience standing up a new team or scaling 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
