Senior Account Executive

DentalXChange

3h • $34 - $36 • Remote

About The Position

The Senior Account Executive owns two motions simultaneously: converting inbound leads into new customers and expanding revenue with current customers who raise their hand, grow their business (providers, locations, claim volume), or are routed to sales when Support surfaces an opportunity. On the acquisition side, this means responding to inbound interest fast, running a consultative discovery process, and carrying deals from first contact through a signed agreement. On the expansion side, it means understanding what each practice has today, identifying where DentalXChange products and services can solve real problems, and executing cross-selling and upselling conversations with the same rigor applied to net-new business. This is a full-cycle sale role. The Senior Account Executive manages their own pipeline, owns their forecast, and is accountable for both new logo attainment and expansion revenue from current customers. This role is vital to not only increase our market share with net new customers, but to also ensure all customers are taking full advantage of our suite of intelligent tools to both maximize the success of their practice or practices, but also to ensure revenue growth and stickiness for DXC in order for us to meet our monthly, quarterly, and yearly revenue and growth goals. The time from when a new sales associate starts to when they can effectively communicate the value proposition and manage a pipeline resulting in consistent wins is typically a long one. The faster this new hire can get up to speed and proficient in navigating their sales conversations with confidence, the faster they can contribute to the overall sales number. Additionally, the speed and effectiveness that they display has the potential to raise the bar for the rest of the team and show what is possible when we approach our role with a new perspective and optimistic vigor. This position may be an entry level position within the DXC sales organization but should not be viewed as entry level for sales work in general. Effective new hires have the ability to grow and take on larger customers, more complex sales motions, and eventually transition into enterprise level sales or account management roles. The expectation is that a new sales associate must be in seat and carrying a quota for 12 months before being eligible for promotion to the next level or to transition to another role or department.

Requirements

• Associate degree or 2 years of related experience preferred.
• Minimum 2 years of B2B sales experience; SaaS or health-tech background a plus.
• Experience managing a full sales cycle, including discovery, demonstration, negotiation, and close.
• Comfortable managing a mixed motion: inbound acquisition alongside cross-sell and upsell to current customers.
• Proficient in CRM tools (Salesforce preferred); treats pipeline hygiene as a professional standard, not a manager’s request.
• Proficient in all MS Office applications and use of the internet.
• Strong verbal and written communication; able to adapt tone and depth to different audiences, from a solo practitioner to a DSO administrator.
• Organized, accountable, and capable of managing multiple active deals without dropping follow-through.

Nice To Haves

• SaaS or health-tech background a plus.

Responsibilities

• Respond to inbound leads within a defined SLA window; prioritize speed without sacrificing personalization.
• Conduct structured discovery calls to understand each practice’s workflows, pain points, and goals before presenting a solution.
• Tailor product demonstrations to the specific operational context of each prospect, not a generic deck run.
• Manage all active opportunities in Salesforce with accurate stage, close date, and next step documentation.
• Own the full sales cycle from first contact through contract execution, working with internal stakeholders as needed to remove blockers.
• Build relationships with dental consultants, DSO administrators, and practice advocates who can surface and influence buying decisions.
• Engage current customers handed to sales because they raised their hand, are growing or were flagged by Support as a sales opportunity.
• Identify cross-sell and upsell opportunities based on practice size, claim volume, and gaps in their current DXC product footprint.
• Execute expansion conversations with the same preparation and follow-through applied to new business, not as an afterthought.
• Coordinate with Client Success on accounts that need support before an expansion motion makes sense.
• Track and report on expansion revenue alongside new logo metrics as part of regular forecasting.
• Maintain an accurate, up-to-date pipeline always; CRM hygiene is not optional.
• Participate in weekly pipeline reviews with clear visibility into deal stage, risk, and expected close.
• Submit weekly and monthly forecasts with confidence levels and supporting rationale.
• Flag deal risks early rather than holding them until close week.
• Consistently meet company and department policies and expectations including those surrounding attendance.
• Comply with all federal, state, accreditation and institutional policies and procedures.
• Maintain confidentiality standards and expectations.
• Exhibit exceptional internal and external customer service with all individuals.
• Observe security responsibilities and practices.
• Live DentalXChange’s company values: Actively Care, Try Hard, Be Humble, and Feedback is a Gift.
• Other duties as assigned.

Benefits

• Medical, dental, and vision benefits – eligible first of the month after start date
• Unlimited PTO
• Paid time off for sick, jury duty, bereavement
• 10 company paid holidays
• 401k with company match
• Health Advocate
• Healthcare and dependent care flexible spending accounts

What This Job Offers

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