Account Executive

Henry Schein One group; Montreal; Hybrid; CAD 75,000 - 85,000; Full time

Job summary

A leading company in dental management software is seeking a Software Account Executive in Montreal. The role involves driving new business growth, managing sales cycles, and achieving quota targets while collaborating with dental professionals. If you're ambitious with a successful B2B sales background, join our team!

Benefits

3% RRSP matching

Comprehensive health coverage

3-week paid vacation (up to 5 weeks with tenure)

Unlimited flex days

Paid birthday day off

Qualifications

• 3-5 years in B2B software sales with high volume.
• Experience with value-based or Challenger sales methodology preferred.

Responsibilities

• Take full ownership of the Net New Business performance in your territory.
• Achieve 100% of Monthly / Quarterly / Annual sales quotas.
• Manage the entire sales cycle and close deals efficiently.

Skills

Communication

Presentations

Problem-solving

Negotiation

Sales Cycle Management

Education

University-level education preferred

Job description

Henry Schein One (HSOne) is the global leader in dental management, analytics, communication, and marketing software. We deliver innovative dental software and services, combined with expert business coaching, to help connect dental technology so it works as one. When technology connects, more data is shared, more tasks are automated, and more work gets done.

At HSOne, our purpose is to make life better for dentists, practice managers, and patients around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they strive to improve how millions of patients interact with their dental practice.

As part of Henry Schein One Canada, you will work with Canadian dental practices to demonstrate our unique combination of business expertise and suite of products ideally suited to drive outcomes as you help them accomplish their goals. Our on-premise products are well established with strong customer loyalty and we are in the midst of bringing our globally successful cloud-based product to the Canadian market!

We're seeking an ambitious and driven Software Account Executive who can contribute to our collaborative culture, working hard to drive business growth through new logo acquisition. As a key member of our commercial sales team, you'll drive revenue growth through managing the business activities, relationships, and revenue streams in your appointed territory to overachieve sales targets. You will work to locate new business opportunities, challenge customer perspectives, and display the drive to succeed while discussing our value-based business solutions. Additionally, you will sell the entire range of company services to the solo & private group practice dental professional market. You will bring our customer-centric values and approach to reality at trade shows, through webinars, and in collaboration with the larger parent company in alignment with your territory goals. If you are looking for a growing career that makes a difference, come be part of our team today!

Key Responsibilities :

• Take full ownership of the Net New Business performance in your territory.
• Effectively identify and pursue Net New Business opportunities in your geographic territory (70 / 30 outbound vs inbound).
• Achieve 100% of Monthly / Quarterly / Annual sales quotas.
• Accurately track KPIs (in Hubspot) and forecast results.
• Update the company CRM platform regularly.
• Quickly acquire and continually expand dental industry knowledge, focusing on the business aspects.
• Manage the entire sales cycle: articulate the value proposition, challenge customer perceptions through education and market expertise, uncover emotional and value drivers, and close deals efficiently.
• Skilled in Sales Cycle Management : challenger-based discovery, needs-based demos, value-based selling and negotiation, closing.
• Build and maintain strong relationships with high-profile dentist advocates and internal stakeholders.
• Collaborate with the On-Boarding Team to ensure successful software installation and revisit sales as needed to secure ongoing business.

Qualifications and Abilities :

• Target-driven with a proven track record of overachievement in a fast-paced SaaS environment (under 30-day sales cycle) with high deal volume (1-2 deals weekly).
• Ability to convert prospects to leads, drive full sales cycles, and maintain active prospecting activities.
• Comfortable with cold outreach and prospecting.
• Strong communication, active listening, and presentation skills.
• Excellent problem-solving and objection handling skills.
• Ability to ask challenging questions and lead discovery to identify emotional needs and problem areas.
• Capable of calculating KPIs for customers and linking them to business improvements (value-based selling/ROI).
• Willing to travel occasionally for sales events or exhibits, up to 20% within territory.
• Hybrid work environment: 1 day/week in-office, with initial 30 days combining in-office and on-site customer visits.
• High integrity and work ethic, with autonomy to manage your schedule.

Experience :

• University-level education preferred.
• 3-5 years in B2B software sales with high volume, lower ACV deals.
• Experience with value-based or Challenger sales methodology preferred.

Our Recruiting Process :

Includes a video interview, online behavioral and cognitive assessments, hiring manager interview, and final onsite panel with presentation.

We foster a flexible, inclusive, high-performance culture emphasizing ownership, transparency, communication, and collaboration.

The salary range is CAD $75,000 - $85,000, with On Target Earnings of CAD $170,000+ depending on experience and qualifications.

Benefits include 3% RRSP matching, comprehensive health coverage, 3-week paid vacation (up to 5 weeks with tenure), unlimited flex days, and a paid birthday day off.

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