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Dandy is transforming the dental industry (worth over $400B) by building an operating system for dental practices globally. The company is backed by leading venture capital firms and is on an ambitious mission to modernize every function of dental practices through technology.
As an Inside Account Executive (IAE), you will drive sales at the practice level within Dental Support Organizations (DSOs), combining high-velocity SMB/Mid-Market closing skills with enterprise-level operational rigor. You will sell into the largest DSOs in the world, building and harvesting your territory while navigating complex variables such as corporate nuances, preferred pricing, scanner types, and SKU focus.
Key Responsibilities:
- Execute two distinct sales motions simultaneously: Post-MSA Expansion (grow accounts to 70%+ penetration by selling to practices individually or in groups within DSOs that have signed Master Service Agreements) and Pre-MSA Groundswell (sell to individual practices before corporate MSA is signed to create grassroots momentum, act as strategic scout to gather corporate intelligence, and identify trends supporting corporate-level negotiations).
- Drive high-conversion sales with new practices, facilitate seamless onboarding, and guide clients through to successful first order.
- Share practice-level insights and trends with cross-functional teams to support corporate conversations and position Dandy as the number one lab within the DSO.
- Adopt a student mentality to learn the dental industry and become an expert on the Dandy value proposition for this segment.
Requirements:
- 5+ years of sales experience, including 3+ years of closing experience.
- Prior experience with ground-floor AE ownership, expansion sales, or enterprise sales environments, with verified track record of strategic execution and quota overattainment.
- Strong sales acumen with high close rate and high-velocity closing skills.
- Self-starter who thrives on determination, grit, and cross-functional leadership.
- Exceptional attention to detail with tight pipeline management and data discipline.
- Ability to understand long-term corporate strategy while executing daily, ground-level sales.
- Flexibility to travel 30-40% as needed.
Bonus: Outstanding professional references, experience in blitz growth environments, early-stage or expansion builder background, experience in high-bar outbound-driven tech/corporate environments with world-class sales enablement, direct experience selling into dental industry or navigating healthcare corporate structures (DSOs).
