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Dandy is transforming the dental industry (a $400B+ market) 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 build and lead Dandy's Customer Expansion organization, responsible for driving adoption of additional products and unlocking more value from the existing customer base. This is a strategic builder and people leader role combining team development with operational excellence.
Key responsibilities include:
- Building and leading the Expansion organization through frontline managers across BDR (Business Development Representative) and STS (Sales & Training Specialist) teams
- Developing repeatable expansion playbooks across Dandy's product portfolio, from customer identification through product education and activation
- Creating the BDR-to-STS motion and playbooks for events, in-person trainings, and high-touch expansion opportunities
- Establishing team operating cadence, metrics, and accountability systems using leading indicators
- Partnering cross-functionally with Account Management, Sales, Training, Marketing, Product, and RevOps to identify opportunities and remove friction
- Building feedback loops to understand what works, where customers struggle, and which motions should scale
- Testing, iterating, and operationalizing new expansion motions as the business evolves
This role is not about running an existing sales machine—you'll be building one from the ground up in a high-growth environment.
REQUIREMENTS:
- 5+ years of B2B sales, customer growth, or related commercial experience
- 3+ years managing and developing sales teams and frontline leaders
- Proven track record of building and scaling teams in high-growth or evolving environments
- Strong operational discipline with ability to bring structure to ambiguous problems, establish clear metrics, and execute
- Strong commercial instincts and understanding of translating customer engagement into revenue, adoption, and retention
- Ability to build processes, playbooks, and operating rhythms from scratch
- High agency and bias toward action
- Excellent cross-functional communication and ability to operate across strategy and execution
BONUS EXPERIENCE:
- Building expansion, cross-sell, account growth, or customer revenue motions
- Managing BDR and/or STS teams through frontline leaders
- Events, field sales, customer training, or other high-touch commercial motions
- Operating across both SMB and Enterprise segments
- Familiarity with dental, healthcare, SaaS, or recurring-revenue businesses
