Account Executive

Henry Schein • Surrey, ON

21h • Hybrid

About The Position

Henry Schein One (HSOne) is the global leader in dental management, analytics, communication, and marketing software. We deliver innovative dental software and services, combined with expert business coaching, to help connect dental technology so it works as one. When technology connects, more data is shared, more tasks are automated, and more work gets done.

We’re seeking an ambitious and results-driven Software Account Executive to drive net new logo acquisition within a defined territory. As a key member of our commercial sales team, you’ll own your territory end-to-end—building pipeline, managing the full sales cycle, and delivering consistent revenue growth through value-based selling.

You’ll engage prospects as a trusted advisor, challenge assumptions, and connect customer business challenges to HSOne’s full portfolio of solutions. This role is ideal for someone who thrives in a fast-paced SaaS environment, enjoys high-volume deal execution, and works with autonomy and accountability.

Requirements

• Proven, target-driven mindset with a history of overachievement in a fast-paced SaaS sales environment (under 30-day sales cycle; 1–2 deals per week).
• Strong prospecting capability and comfort with moderate outbound activity.
• Excellent communication, presentation, and active listening skills.
• Confident identifying problems, handling objections, and asking thoughtful, sometimes uncomfortable questions.
• Ability to lead discovery with curiosity, uncovering emotional and business drivers.
• Skilled in calculating customer KPIs and linking solutions to measurable ROI.
• High level of integrity, ownership, and work ethic.
• Comfortable working autonomously and managing your day-to-day priorities.
• Willingness to travel up to 20% within territory for customer meetings and events.
• University-level education preferred.
• 3–5 years of B2B software sales experience, ideally in a lower ACV, higher-volume environment.
• Experience with value-based selling and/or Challenger methodology strongly preferred.

Responsibilities

• Own and deliver Net New Business performance within your assigned territory (approximately 70% outbound / 30% inbound).
• Consistently meet or exceed monthly, quarterly, and annual quotas.
• Manage the full sales cycle, including: Challenger-based discovery Needs-based demonstrations Value-based selling, negotiation, and close
• Accurately track activity, pipeline, KPIs, and forecasts in HubSpot.
• Rapidly develop and maintain strong knowledge of the dental industry, with a focus on business outcomes.
• Build and maintain strong relationships with dental professionals, key advocates, and internal stakeholders.
• Partner with the Onboarding team to ensure smooth handoff, successful installation, and customer activation.
• Represent HSOne at trade shows, webinars, and industry events as needed.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree