Director, SaaS Sales

This is a fully remote position, open to applicants in Arizona, +3 more locations.

📋 Description

• Take ownership and implement the North American SaaS sales strategy for DEXIS Cloud, AI-driven solutions, imaging workflow software, and recurring subscription services.

• Lead, mentor, and develop a team of SaaS Account Executives.

• Set expectations, performance metrics, succession plans, and foster a culture of accountability and customer-focused selling.

• Hold executive responsibility for revenue, ARR, MRR, new logo acquisition, expansion, software attachment, and subscription growth objectives.

• Design and enhance the SaaS sales operational model, which includes territory and account segmentation, coverage strategy, pipeline management, opportunity oversight, forecasting cadence, sales stages, and performance evaluation.

• Track pipeline coverage, conversion rates, win percentages, sales cycle duration, average contract value, customer acquisition efficiency, and indicators related to expansion and retention.

• Build executive-level relationships with key customers, Dental Service Organizations (DSOs), specialty practices, multi-site groups, strategic partners, and enterprise accounts.

• Collaborate with Marketing on demand generation, target-account strategies, value propositions, campaigns, and market-entry initiatives.

• Partner with Product Management and Customer Success on roadmap priorities, adoption strategies, lifecycle programs, expansion opportunities, and customer value enhancement.

• Work alongside Finance and Commercial Operations on annual planning, quota structuring, incentive metrics, revenue forecasting, resource distribution, and business performance assessments.

• Act as the senior commercial representative for SaaS, providing leadership with insights on market trends, competitive positioning, customer needs, risks, and growth opportunities.

• Lead cross-functional projects across demand generation, sales, implementation, adoption, renewal, and expansion efforts.

• Create scalable playbooks, enablement resources, messaging, and sales methodologies focused on consultative and value-based selling.

• Assess organizational capability and future resource needs as the business grows.

• Represent DEXIS at customer meetings, industry events, executive reviews, and strategic business forums.

• Travel up to 25% as business needs dictate.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Technology, or a related field; equivalent experience will be considered.

• A minimum of 7 years of quota-carrying experience in SaaS, cloud software, or subscription sales, with a proven track record of meeting or surpassing revenue targets.

• At least 5 years of sales leadership experience in managing and cultivating high-performing sales teams.

• Experience in leading inside sales, SaaS, cloud software, subscription, or enterprise software sales organizations.

• Strong comprehension of recurring revenue business models and SaaS performance metrics, including ARR, MRR, pipeline coverage, and customer retention.

• Familiarity with CRM platforms such as Salesforce, Microsoft Dynamics, or other similar sales management tools.

• Proven capability to develop sales strategies, manage forecasting, and stimulate pipeline growth.

• Exceptional communication, coaching, negotiation, and presentation skills.

• Strong analytical, business planning, and performance management skills.

• Proficiency in English is required.

• Preferred: Experience in selling healthcare technology, dental software, medical software, or cloud-based workflow solutions.

• Preferred: Experience in commercializing a new SaaS product or transitioning a business from perpetual or hardware-driven revenue to subscription-based growth.

• Preferred: Experience in selling to DSOs, enterprise dental groups, specialty practices, multi-site healthcare organizations, or healthcare networks.

• Preferred: Knowledge of customer lifecycle management, product-led adoption, subscription expansion, renewals, and SaaS customer success models.

• Preferred: Experience supporting geographically dispersed North American sales teams and customers.

• An MBA or other relevant advanced degree is preferred.

🏝️ Benefits

• Annual performance bonus.

• Medical benefits.

• Dental benefits.

• Vision benefits.

• 401(k) matching.

• Other applicable compensation plans.