VP of Enterprise Sales
About The Position
The Enterprise Sales Leader is responsible for driving revenue growth, strategic account penetration, and long-term customer partnerships with distribution partners, large dental organizations, Dental Service Organizations (DSOs), academic institutions, and integrated healthcare systems. In addition, ownership of the e-commerce/digital sales strategy will also be a responsibility of this position. This role leads enterprise sales strategy, manages senior sales leadership, and partners cross-functionally to deliver scalable, high-value solutions across equipment, consumables, digital dentistry, and services.
Requirements
- 12+ years of progressive sales leadership experience in dental, medical device, or healthcare technology.
- Proven success leading enterprise or national sales organizations.
- Experience selling complex capital, consumable, and digital solutions into DSOs.
- Track record of closing large, multi-year enterprise agreements.
- Strong financial acumen and forecasting discipline.
Nice To Haves
- Experience with digital dentistry solutions (CAD/CAM, imaging, software, AI).
- MBA or advanced business degree.
- Experience in matrixed or publicly traded organizations.
Responsibilities
- Define and execute the enterprise sales strategy aligned with corporate growth objectives.
- Lead national and regional enterprise sales teams, including Directors, RBM, and Key Account Executives.
- Build a performance-driven culture focused on accountability, customer outcomes, and sustainable growth.
- Own executive-level relationships with large DSOs, multi-site practices, academic dental programs, and integrated delivery networks.
- Negotiate and close complex, multi-year, multi-product enterprise agreements.
- Develop value-based selling approaches integrating clinical outcomes, workflow efficiency, digital adoption, and ROI.
- Deliver enterprise revenue targets, pipeline growth, and margin objectives.
- Implement disciplined forecasting, deal governance, and pipeline management.
- Identify whitespace opportunities and expansion strategies within existing enterprise accounts.
- Partner with Marketing, Product Management, Digital Solutions, Finance, and Customer Success.
- Provide voice-of-customer input into product roadmaps and pricing strategy.
- Ensure seamless sales-to-implementation handoffs.
- Recruit, develop, and retain top enterprise sales talent.
- Coach leaders on consultative selling and executive-level negotiation.
- Establish succession planning and leadership development programs.
- Monitor industry trends including consolidation, digital dentistry, and AI-enabled workflows.
- Represent the company at industry events and executive forums.
- Serve as a trusted advisor to customers and internal stakeholders.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
