Senior Account Executive, DSO

Henry Schein One•American Fork, UT

28d•Remote

About The Position

Join Henry Schein One, a global leader redefining dental practice management, and contribute to work that matters. At Henry Schein One, we are a team of care catalysts who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset. Your ideas will drive innovation that enhances patient care and delivers real results for practices. We foster an inclusive and supportive environment focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We have high expectations for performance and results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Your strengths will be recognized, your development will matter, and your wins will be celebrated. The Acquisition Account Executive, DSO role is a quota-carrying, outbound-focused sales hunter responsible for generating net-new Dentrix Ascend revenue within the Dental Support Organization (DSO) and emerging group practice market. This role owns the full new-logo sales cycle—from self-sourced prospecting through executive-level negotiation and close—and is measured primarily on net-new logos acquired and net-new ARR booked, not on managed-account growth or renewals. This is a hunter role. The Acquisition AE is an expert at competitive displacement, proactively identifying DSOs and emerging dental groups running on legacy or competitor practice management platforms and building the business case for migration to Dentrix Ascend. Success requires comfort navigating complex, multi-stakeholder buying committees (CEO, COO, CFO, CCO, IT/Operations leadership) at the DSO support-organization level, as well as sustained discipline through long, multi-stage sales cycles (typically 6–12+ months) involving competitive RFPs, security and IT review, and multi-location implementation planning.

Requirements

5 plus years of proven experience in a net-new, hunter-focused B2B SaaS or enterprise technology sales role, with a demonstrated track record of net-new logo acquisition in complex, multi-stakeholder sales cycles (6+ months)
High School Diploma or GED
Demonstrated track record of net-new logo acquisition and quota over-achievement in a dedicated hunter/new-business role (not primarily account management or renewals)
Expert-level consultative and value-based selling skills suited to complex, multi-stakeholder enterprise software sales and change management
Strong knowledge of competitive displacement selling — identifying, messaging against, and winning deals from incumbent practice management or DSO software vendors
High proficiency in relationship management and strategic partnership development at the executive level (C-suite and VP-level DSO stakeholders)
Proficiency with Salesforce CRM required; strong working knowledge of MS Office
Excellent communication and executive presentation skills, with the ability to build trust and credibility quickly with senior healthcare operators
Versed and practiced negotiation skills suited to enterprise, multi-location contract structures
Strong organizational and time-management skills, with the discipline to manage a long-cycle (6–12+ month), multi-threaded enterprise pipeline
Sharp business acumen with the ability to execute business-level and financial conversations with DSO executive leadership
Self-motivated, resilient, and energized by proactive, outbound new-business development

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
Dental market expertise
Enterprise new-business sales experience

Responsibilities

Maintain a self-sourced outbound pipeline generation target, consistently building new-logo opportunities through cold outreach, conference and event prospecting, referral partner development, and account-based targeting
Build and maintain a prioritized target account list of DSOs and emerging dental groups (8+ locations) not currently on Henry Schein One platforms, ranked by location count, growth trajectory, funding/PE backing, and competitive displacement opportunity
Partner with Marketing and the Acquisition/Growth team to develop and execute account-based marketing (ABM) campaigns targeting net-new DSO prospects
Expertly lead, teach, and take control of complex DSO sales cycles incorporating the Henry Schein One portfolio, practice technology, change management, and growth/acquisition strategy consulting
Lead competitive displacement strategy, including conducting win/loss analysis and incorporating market and competitor intelligence into sales messaging and positioning
Create detailed, account-specific business plans and mutual close plans to facilitate attainment of net-new logo and net-new ARR targets
Deliver value-based insights through discovery and demos tailored to multi-stakeholder DSO buying committees, connecting practice/organization needs to Henry Schein One solutions
Negotiate multifaceted, enterprise-level customer agreements, including pricing, implementation scope, and multi-location rollout terms
Maintain accurate, current leads and opportunities in Salesforce, including sales stage, next steps, and close-date discipline appropriate for long enterprise sales cycles
Forecast monthly and quarterly net-new bookings to leadership with a high degree of accuracy
Develop and maintain a working relationship with Henry Schein Dental field sales representatives as a key lead-source and early-signal channel for in-market DSO prospects
Partner with Sales Engineering, Implementation, and Customer Success to ensure a smooth handoff from close to onboarding for newly acquired DSO accounts
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
Adhering to Company policies, procedures, and directives regarding standards of workplace behavior