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Dandy is transforming the dental industry (a $400B+ market) by 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 through technology.
As Senior Director of Enterprise Sales, you will build and lead a new sales motion targeting large dental practices, DSOs (Dental Service Organizations), and enterprise clients. You will own the complete go-to-market strategy for this segment, responsible for winning business and building enduring client relationships anchored in real value delivery.
Key responsibilities include:
- Developing deep understanding of enterprise dental groups' unique needs and challenges, demonstrating how Dandy enhances operational efficiency, improves patient care, and drives revenue growth
- Building and executing a comprehensive GTM strategy for the Enterprise Sales segment, targeting DSOs, DPOs, and large dental practices
- Prospecting and engaging with enterprise groups to drive pipeline and new business opportunities
- Building, managing, and inspiring a high-performing Enterprise Sales team (Enterprise Account Executives and BDRs) to deliver against ambitious revenue targets
- Creating and refining the enterprise sales playbook, including top-down selling strategies, multi-location contracting, and deal negotiation approaches
- Developing strategic account growth plans addressing unique enterprise client needs, navigating complex organizations and building relationships across C-suite, regional managers, and practice operators
- Serving as primary driver of enterprise deal negotiations, balancing client needs with business objectives
- Collaborating with Post Sales teams (Customer Onboarding, Training, Account Management) to ensure smooth transitions and long-term client success
You will report to the Head of Global DSO and partner cross-functionally with Marketing, Product, RevOps, Data, and Technology teams.
REQUIREMENTS:
- 10+ years sales experience with at least 5+ years of enterprise sales experience; must use consultative selling approach and be comfortable navigating multiple organizational layers (C-suite, regional managers, individual practice owners)
- 1-2+ years prior management experience required
- Firm understanding of macro business fundamentals and constraints/challenges of running small businesses; ability to discuss ROI with COOs and staffing challenges with clinicians
- Must be comfortable with frequent travel across the US to prospect meetings
- Must be truly customer-centric and focused on improving how dental practice organizations work with lab partners
- Excellent written and verbal communication and presentation skills
- Experience in the dental industry and high-velocity selling is a plus
