Enterprise Account Executive, DSO

Henry Schein One•American Fork, UT

1d•Remote

About The Position

The Enterprise Account Executive, DSO is a quota-carrying sales professional responsible for expanding Henry Schein One's footprint within existing Dental Support Organization (DSO) and multi-site group practice accounts. This role focuses on driving Dentrix Ascend adoption across affiliated locations while identifying and executing cross-sell and upsell opportunities throughout the Henry Schein One portfolio. Working closely with executive stakeholders, the Enterprise Account Executive develops and executes strategic account plans that support technology standardization, operational consistency, and long-term digital transformation initiatives. Success is measured through revenue growth, Dentrix Ascend conversions, product adoption, and the expansion of enterprise relationships. The ideal candidate is skilled at navigating complex organizations, building executive-level partnerships, and leading multi-stakeholder initiatives that deliver measurable business outcomes. This position is Remote within the United States with up to 35% travel as needed.

Requirements

5+ years of successful experience in enterprise SaaS, healthcare technology, practice management software, or related technology sales, with a demonstrated track record of growing strategic accounts and exceeding revenue targets
High School Diploma or GED
Expertise in consultative, value-based selling and the ability to align technology solutions with strategic business objectives across multiple stakeholder groups
Proven success driving revenue growth through account expansion, cross-sell, upsell, technology standardization, or digital transformation initiatives within complex customer environments
Demonstrated ability to build and maintain executive-level relationships with C-suite, VP-level, and operational stakeholders
Strong account planning and territory management skills, with experience developing and executing long-term growth strategies within large, complex organizations
Excellent communication, presentation, and facilitation skills, with the ability to build credibility and influence executive audiences
Experience navigating complex enterprise sales cycles involving multiple decision-makers, business units, and locations
Proficient with Salesforce CRM; strong working knowledge of Microsoft Office applications
Exceptional organizational and time-management skills, with the ability to manage multiple expansion opportunities and strategic initiatives simultaneously
Strong business and financial acumen, with the ability to engage in operational, financial, and strategic discussions with executive leadership
Demonstrated ability to identify customer challenges, uncover growth opportunities, and develop business cases that support enterprise-wide technology adoption
Self-motivated and results-oriented, with a passion for helping customers achieve operational excellence and long-term business growth through technology

Nice To Haves

Bachelor Degree in business administration, sales, marketing, or a related field
Experience selling into Dental Support Organizations, multi-site healthcare groups, or private equity-backed group practices strongly preferred
Knowledge of dental practice management systems, patient engagement solutions, revenue cycle management, analytics, or other healthcare technology solutions
Experience leading large-scale technology standardization, digital transformation, or cloud migration initiatives
Demonstrated success expanding enterprise accounts and driving adoption across multi-site organizations
Experience working with executive stakeholders to develop and execute long-term technology roadmaps

Responsibilities

Develop and execute strategic account plans for assigned Dental Support Organizations (DSOs) and multi-site group practices, driving enterprise-wide adoption of Dentrix Ascend and the broader Henry Schein One portfolio
Identify, prioritize, and pursue expansion opportunities within existing accounts by aligning practice management, patient engagement, revenue cycle, analytics, and other technology solutions to organizational initiatives and business objectives
Partner with executive stakeholders to create and execute technology standardization strategies that establish a unified, scalable technology ecosystem across all affiliated locations
Build and maintain strong relationships with key decision makers and influencers, including CEOs, COOs, CFOs, CIOs, clinical leadership, operations leadership, regional management, and practice-level stakeholders
Deliver consultative, value-based presentations and demonstrations tailored to the strategic, operational, and financial priorities of DSO leadership teams
Lead complex enterprise sales cycles involving multiple stakeholders, business units, and locations, guiding customers through discovery, business case development, solution evaluation, implementation planning, and executive decision-making
Develop account-specific growth plans and mutual success plans designed to accelerate Dentrix Ascend adoption, expand utilization of Henry Schein One solutions, and achieve revenue growth objectives
Identify and navigate organizational, operational, and technical barriers to adoption while building consensus around enterprise-wide technology initiatives
Negotiate enterprise-level agreements, including pricing, deployment strategies, implementation scope, and multi-location rollout plans
Develop and maintain strong relationships with Henry Schein Dental field sales representatives as strategic partners for identifying expansion opportunities and supporting customer technology initiatives
Partner closely with Marketing, Customer Success, Sales Engineering, Implementation, and Product teams to identify growth opportunities, support customer initiatives, and maximize platform adoption
Maintain accurate account plans, opportunities, pipeline activity, and revenue forecasts within Salesforce CRM
Serve as a trusted advisor to DSO leadership, helping customers modernize operations, improve practice performance, and advance digital transformation initiatives through cloud-based technology solutions
Provide accurate monthly and quarterly forecasts while maintaining a healthy pipeline of expansion opportunities across assigned accounts
Monitor customer business objectives, acquisition activity, growth initiatives, and operational priorities to proactively identify opportunities for additional value creation through the Henry Schein One portfolio
Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in compliance with Company policies and procedures including Worldwide Business Standards, and adhering to Company policies, procedures, and directives regarding standards of workplace behavior