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Acquisition Account Executive, DSO — Dentrix Ascend

Henry Schein One

American Fork, Utah(remote)

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JOB DETAILS
SKILLS
Acquisition Strategy, Alliance/Partner Management, Business Administration, Business Case, Business Development, Business Plan, Business Skills, Business-to-Business (B2B), Campaigns, Change Management, Communication Skills, Competitive Analysis/Strategy, Computer Security, Conferences, Consulting, Corporate Compliance, Corporate Policies, Customer Acquisition, Customer Relationship Management (CRM), Customer Retention/Renewal, Dental Technology, Develop and Maintain Customers, Enterprise Applications, Enterprise Sales, Entrepreneurship, Equity Securities, Establish Priorities, Field Sales, Forecasting, Funding, Head of Finance, Healthcare, High School Diploma, International Business, Leadership, Marketing, Microsoft Office, Multithreaded Programming, Negotiation Skills, Office Equipment, Onboarding, Organizational Skills, Partner Sales, Patient Care, Physical Demands, Practice Management Software, Presentation/Verbal Skills, Pricing, Product Demonstration, Profit & Loss Analysis, Request for Proposals (RFP), Sales, Sales Cycle, Sales Management, Sales Prospecting, Sales Support, Sales/Support Engineering (SE), Salesforce.com, Software Sales, Software as a Service (SaaS), Technical Leadership, Technology Sales, Time Management, Training/Teaching, Value Selling, Willing to Travel
LOCATION
American Fork, Utah
POSTED
8 days ago
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 Acquisition Account Executive, DSO role is a quota-carrying, outbound-focused sales hunter responsible for generating net-new Dentrix Ascend revenue within the Dental Support Organization (DSO) and emerging group practice market. This role owns the full new-logo sales cycle — from self-sourced prospecting through executive-level negotiation and close — and is measured primarily on net-new logos acquired and net-new ARR booked, not on managed-account growth or renewals. 
This is a hunter role. The Acquisition AE is an expert at competitive displacement, proactively identifying DSOs and emerging dental groups running on legacy or competitor practice management platforms and building the business case for migration to Dentrix Ascend. Success requires comfort navigating complex, multi-stakeholder buying committees (CEO, COO, CFO, CCO, IT/Operations leadership) at the DSO support-organization level, as well as sustained discipline through long, multi-stage sales cycles (typically 6–12+ months) involving competitive RFPs, security and IT review, and multi-location implementation planning. 

This position is Remote within the United States with up to 35% travel as needed

About the role
  • 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. 
  • Deliver value-based insights through discovery and demos tailored to multi-stakeholder DSO buying committees, connecting practice/organization needs to Henry Schein One solutions. 
  • Negotiate multifaceted, enterprise-level customer agreements, including pricing, implementation scope, and multi-location rollout terms. 
  • Maintain accurate, current leads and opportunities in Salesforce, including sales stage, next steps, and close-date discipline appropriate for long enterprise sales cycles. 
  • Forecast monthly and quarterly net-new bookings to leadership with a high degree of accuracy. 
  • Develop and maintain a working relationship with Henry Schein Dental field sales representatives as a key lead-source and early-signal channel for in-market DSO prospects. 
  • Partner with Sales Engineering, Implementation, and Customer Success to ensure a smooth handoff from close to onboarding for newly acquired DSO accounts. 
  • 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. 

Required Qualifications:
  • 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).
  •  High School Diploma or GED 
  • 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)
  • Proficiency with Salesforce CRM required; strong working knowledge of MS Office
  • Excellent communication and executive presentation skills, with the ability to build trust and credibility quickly with senior healthcare operators
  • Versed and practiced negotiation skills suited to enterprise, multi-location contract structures
  • Strong organizational and time-management skills, with the discipline to manage a long-cycle (6–12+ month), multi-threaded enterprise pipeline
  • Sharp business acumen with the ability to execute business-level and financial conversations with DSO executive leadership
  • Self-motivated, resilient, and energized by proactive, outbound new-business development

Bonus Qualifications:
  • 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
  • Dental market expertise
  • Enterprise new-business sales experience 

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

Compensation
The posted base range for this position is $90,000.00 - $95,000.00 with an OTE (On Target Earnings) range of $180,000.00 to $185,000.00.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.

About the Company

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Henry Schein One

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