Sr. Account Executive, II

Henry Schein

4d•Remote

About The Position

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. The role owns the full new-logo sales cycle, from self-sourced prospecting through executive-level negotiation and close. Performance is measured primarily on net-new logos acquired and net-new ARR booked, rather than managed-account growth or renewals. The Acquisition AE focuses on competitive displacement by identifying DSOs and emerging dental groups using legacy or competing practice management platforms and building the business case for migrating to Dentrix Ascend. The role navigates complex, multi-stakeholder buying committees at the DSO support-organization level and manages long, multi-stage sales cycles, typically 6–12+ months, that may involve competitive RFPs, security and IT review, and multi-location implementation planning. This is a remote position within the United States, with travel as needed, typically less than 35%. The role works in an office or remote environment using typical office equipment, with travel for client meetings, industry conferences, and prospect site visits. The position is not eligible for employment-based visa sponsorship; candidates must be authorized to work in the United States without current or future employer sponsorship. The posted base salary is $90,000, with on-target earnings of $180,000 at 100% of quota. Total compensation varies based on quota performance and factors such as experience, training, skills, certifications, location and internal equity. Eligibility for benefits may vary by location or status. Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, or other U.S. territories.

Requirements

At least 5 years of proven experience in a net-new, hunter-focused B2B SaaS or enterprise technology sales role, with a track record of net-new logo acquisition in complex, multi-stakeholder sales cycles of 6 or more months.
High school diploma or GED.
Demonstrated track record of net-new logo acquisition and quota over-achievement in a dedicated hunter or new-business role, rather than primarily account management or renewals.
Expert consultative and value-based selling skills suited to complex, multi-stakeholder enterprise software sales and change management.
Strong knowledge of competitive displacement selling, including identifying, messaging against, and winning deals from incumbent practice management or DSO software vendors.
Proficiency in executive-level relationship management and strategic partnership development with C-suite and VP-level DSO stakeholders.
Proficiency with Salesforce CRM and strong working knowledge of MS Office.
Excellent communication and executive presentation skills, including the ability to build trust and credibility quickly with senior healthcare operators.
Negotiation skills suited to enterprise, multi-location contract structures.
Strong organizational and time-management skills and the discipline to manage a long-cycle, multi-threaded enterprise pipeline.
Business acumen and ability to conduct business-level and financial conversations with DSO executive leadership.
Self-motivated, resilient, and energized by proactive outbound new-business development.
Authorization to work in the United States without current or future employer sponsorship.

Nice To Haves

Bachelor's 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.
Dental market expertise.
Enterprise new-business sales experience.

Responsibilities

Maintain a self-sourced outbound pipeline generation target 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 with 8 or more locations that are not currently on Henry Schein One platforms.
Partner with Marketing and the Acquisition/Growth team to develop and execute account-based marketing campaigns targeting net-new DSO prospects.
Lead complex DSO sales cycles incorporating the Henry Schein One portfolio, practice technology, change management, and growth and acquisition strategy consulting.
Lead competitive displacement strategy, conduct win/loss analysis, and use market and competitor intelligence in sales messaging and positioning.
Create account-specific business plans and mutual close plans to support net-new logo and net-new ARR targets.
Deliver value-based discovery and demonstrations tailored to multi-stakeholder DSO buying committees.
Negotiate enterprise-level customer agreements, including pricing, implementation scope, and multi-location rollout terms.
Maintain accurate and current leads and opportunities in Salesforce, including sales stages, next steps, and close dates.
Forecast monthly and quarterly net-new bookings to leadership with a high degree of accuracy.
Develop and maintain working relationships with Henry Schein Dental field sales representatives as a lead source and early-signal channel for in-market DSO prospects.
Partner with Sales Engineering, Implementation, and Customer Success to support a smooth handoff from close to onboarding for newly acquired DSO accounts.
Meet company standards for the quantity and quality of work, comply with company policies and procedures including Worldwide Business Standards, and adhere to workplace behavior directives.

Benefits

Health coverage, including medical, dental, and vision coverage.
Retirement savings plan with company match, including a 401(k) plan with company match.
Paid time off (PTO).
Paid parental leave.
Short-term disability.
Work Life Assistance Program.
Health Savings and Flexible Spending Accounts.
Education benefits and education support.
Worldwide Scholarship Program.
Volunteer opportunities.
Wellbeing resources.