henryscheinone
Senior Account Executive, DSO
At a Glance
- Employment
- contract
- Compensation
- se range for this position is $90,000.00 - $95,000.00 with an OTE (On Target Earnin
Key Requirements
Required Skills
Domain Knowledge
- Education
- Engineering
- Finance
- Healthcare
- Marketing
- Regulatory
- SaaS
Benefits & Perks
s package including health coverage, retirement savings with company match,
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)
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)
Sharp business acumen with the ability to execute business-level and financial conversations with DSO executive leadership
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