Job Description
Shape what’s next in dental technology
Join Henry Schein One!
Join a global leader redefining dental practice management and do work that actually matters. At Henry Schein One, we are a team of care catalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everything we do. Your ideas fuel innovation that enhances patient care and drives real results for practices.
We don’t just talk about impact; we build it! Backed by a trusted reputation, our leaders foster an inclusive and supportive environment where we stay solely focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We have high expectations for performance and delivering results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your wins celebrated.
The Enterprise Account Executive, DSO is a quota-carrying sales professional responsible for expanding Henry Schein One’s footprint within existing Dental Support Organization (DSO) and multi-site group practice accounts. This role focuses on driving Dentrix Ascend adoption across affiliated locations while identifying and executing cross-sell and upsell opportunities throughout the Henry Schein One portfolio.
Working closely with executive stakeholders, the Enterprise Account Executive develops and executes strategic account plans that support technology standardization, operational consistency, and long-term digital transformation initiatives. Success is measured through revenue growth, Dentrix Ascend conversions, product adoption, and the expansion of enterprise relationships. The ideal candidate is skilled at navigating complex organizations, building executive-level partnerships, and leading multi-stakeholder initiatives that deliver measurable business outcomes.
This position is Remote within the United States with up to 35% travel as needed
What you will do:
- Develop and execute strategic account plans for assigned Dental Support Organizations (DSOs) and multi-site group practices, driving enterprise-wide adoption of Dentrix Ascend and the broader Henry Schein One portfolio
- Identify, prioritize, and pursue expansion opportunities within existing accounts by aligning practice management, patient engagement, revenue cycle, analytics, and other technology solutions to organizational initiatives and business objectives
- Partner with executive stakeholders to create and execute technology standardization strategies that establish a unified, scalable technology ecosystem across all affiliated locations
- Build and maintain strong relationships with key decision makers and influencers, including CEOs, COOs, CFOs, CIOs, clinical leadership, operations leadership, regional management, and practice-level stakeholders
- Deliver consultative, value-based presentations and demonstrations tailored to the strategic, operational, and financial priorities of DSO leadership teams
- Lead complex enterprise sales cycles involving multiple stakeholders, business units, and locations, guiding customers through discovery, business case development, solution evaluation, implementation planning, and executive decision-making
- Develop account-specific growth plans and mutual success plans designed to accelerate Dentrix Ascend adoption, expand utilization of Henry Schein One solutions, and achieve revenue growth objectives
- Identify and navigate organizational, operational, and technical barriers to adoption while building consensus around enterprise-wide technology initiatives
- Negotiate enterprise-level agreements, including pricing, deployment strategies, implementation scope, and multi-location rollout plans
- Develop and maintain strong relationships with Henry Schein Dental field sales representatives as strategic partners for identifying expansion opportunities and supporting customer technology initiatives
- Partner closely with Marketing, Customer Success, Sales Engineering, Implementation, and Product teams to identify growth opportunities, support customer initiatives, and maximize platform adoption
- Maintain accurate account plans, opportunities, pipeline activity, and revenue forecasts within Salesforce CRM
- Serve as a trusted advisor to DSO leadership, helping customers modernize operations, improve practice performance, and advance digital transformation initiatives through cloud-based technology solutions
- Provide accurate monthly and quarterly forecasts while maintaining a healthy pipeline of expansion opportunities across assigned accounts
- Monitor customer business objectives, acquisition activity, growth initiatives, and operational priorities to proactively identify opportunities for additional value creation through the Henry Schein One portfolio
- In addition to the responsibilities listed above, this role is responsible for 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, and adhering to Company policies, procedures, and directives regarding standards of workplace behavior
What we are looking for:
- 5+ years of successful experience in enterprise SaaS, healthcare technology, practice management software, or related technology sales, with a demonstrated track record of growing strategic accounts and exceeding revenue targets
- High School Diploma or GED
- Expertise in consultative, value-based selling and the ability to align technology solutions with strategic business objectives across multiple stakeholder groups
- Proven success driving revenue growth through account expansion, cross-sell, upsell, technology standardization, or digital transformation initiatives within complex customer environments
- Demonstrated ability to build and maintain executive-level relationships with C-suite, VP-level, and operational stakeholders
- Strong account planning and territory management skills, with experience developing and executing long-term growth strategies within large, complex organizations
- Excellent communication, presentation, and facilitation skills, with the ability to build credibility and influence executive audiences
- Experience navigating complex enterprise sales cycles involving multiple decision-makers, business units, and locations
- Proficient with Salesforce CRM; strong working knowledge of Microsoft Office applications
- Exceptional organizational and time-management skills, with the ability to manage multiple expansion opportunities and strategic initiatives simultaneously
- Strong business and financial acumen, with the ability to engage in operational, financial, and strategic discussions with executive leadership
- Demonstrated ability to identify customer challenges, uncover growth opportunities, and develop business cases that support enterprise-wide technology adoption
- Self-motivated and results-oriented, with a passion for helping customers achieve operational excellence and long-term business growth through technology
What will set you apart:
- 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
- Knowledge of dental practice management systems, patient engagement solutions, revenue cycle management, analytics, or other healthcare technology solutions
- Experience leading large-scale technology standardization, digital transformation, or cloud migration initiatives
- Demonstrated success expanding enterprise accounts and driving adoption across multi-site organizations
- Experience working with executive stakeholders to develop and execute long-term technology roadmaps
Travel / Physical Demands
- Typically less than 35%. No special physical demands required
- This position will be working in an office or remote environment, utilizing typical office equipment, with travel required for client meetings, industry conferences, and prospect site visits as needed
The posted base range for this position is $70,000.00 - $75,000.00 with an OTE (On Target Earnings) range of $140,000.00 to $146,000.00. This is the expected range for an employee who is new to the role, to fully proficient in the role. Many factors go into determining employee pay within the posted range including prior experience, training, current skills, certifications, location/labor market, internal equity, etc.
What you’ll gain as a #TeamSchein member
- A robust benefits package including health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support, and MORE!
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories.
