Senior Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Create a self-generated outbound pipeline through cold outreach, conferences, events, referral partnerships, and account-based targeting.

• Develop and sustain prioritized target-account lists of Dental Service Organizations (DSOs) and emerging dental groups with 8 or more locations.

• Collaborate with the Marketing and Acquisition/Growth teams on Account-Based Marketing (ABM) campaigns.

• Manage intricate DSO sales cycles that involve practice technology, change management, and consulting on growth and acquisition strategies.

• Formulate competitive displacement strategies utilizing win/loss analysis and intelligence on competitors.

• Construct account-specific business plans and mutual close plans.

• Execute discovery sessions and personalized demos for multi-stakeholder DSO buying committees.

• Negotiate enterprise customer agreements that encompass pricing, implementation scope, and terms for multi-location rollouts.

• Keep precise records of leads and opportunities in Salesforce.

• Provide monthly and quarterly forecasts of net-new bookings to leadership.

• Cultivate relationships with Henry Schein Dental field sales representatives for sourcing leads.

• Collaborate with Sales Engineering, Implementation, and Customer Success teams for post-sale handoff and onboarding.

• Adhere to company standards and comply with organizational policies and workplace behavior directives.

⛳️ Requirements

• Minimum of 5 years of demonstrated experience in a net-new, hunter-focused B2B SaaS or enterprise technology sales role.

• Proven history of acquiring net-new logos and consistently exceeding quotas in a dedicated hunter/new-business position.

• High School Diploma or GED is required.

• Experience in complex sales cycles involving multiple stakeholders lasting 6 months or more.

• Proficient in consultative and value-based selling techniques.

• Strong understanding of competitive displacement selling strategies.

• Capable of managing executive-level relationships and developing strategic partnerships.

• Proficiency in Salesforce CRM is mandatory.

• Solid knowledge of MS Office applications.

• Exceptional communication and executive presentation abilities.

• Skilled in enterprise negotiation for contracts involving multiple locations.

• Strong organizational and time management capabilities.

• Business acumen for engaging in business-level and financial discussions with DSO executive leaders.

• Self-driven and resilient approach to proactive outbound new-business development.

• Bachelor’s Degree in business administration, sales, marketing, or a related field is preferred.

• Experience selling to Dental Support Organizations, multi-site healthcare groups, or private equity-backed group practices is strongly preferred.

• Expertise in the dental market is preferred.

• Experience in enterprise new-business sales is preferred.

• Must have authorization to work in the United States for Henry Schein One without current or future employer sponsorship.

🏝️ Benefits

• Health coverage.

• Retirement savings plan with company match.

• Paid time off (PTO).

• Paid parental leave.

• Wellbeing resources.

• Educational support.

• Medical, Dental, and Vision Coverage.

• 401K Plan with Company Match.

• Short-Term Disability.

• Work-Life Assistance Program.

• Health Savings and Flexible Spending Accounts.

• Educational Benefits.

• Worldwide Scholarship Program.

• Volunteer Opportunities.

• Competitive compensation.