CA Account Executive

Henry Schein; Surrey; Hybrid; CAD 80,000 - 120,000; Full time

Job summary

Henry Schein One Canada seeks an ambitious Software Account Executive to drive net new logo acquisition within a defined territory and manage the full sales cycle in a fast-paced SaaS environment.

The role emphasizes outbound prospecting, value-based selling, and a strong emphasis on achieving quotas while building trusted advisor relationships with dental professionals and internal stakeholders. Hybrid work in Vancouver is required with travel up to 20%.

Qualifications

• University-level education preferred.
• 3–5 years of B2B software sales experience.
• Experience with value-based selling and/or Challenger methodology preferred.

Responsibilities

• Own and deliver Net New Business within the assigned territory (approx. 70% outbound / 30% inbound).
• Meet or exceed monthly, quarterly, and annual quotas.
• Manage full sales cycle: Challenger-based discovery, needs-based demos, and value-based selling, negotiation, and close.
• Track activity, pipeline, KPIs, and forecasts in HubSpot.
• Build knowledge of the dental industry and its business outcomes.
• Develop relationships with dental professionals and key advocates.
• Partner with Onboarding to ensure smooth handoff, installation, and activation.
• Represent HSOne at trade shows, webinars, and events.

Skills

Outbound sales

Challenger methodology

Value-based selling

CRM systems

Prospecting

Education

University-level education preferred

Tools

HubSpot

CRM software

Job description

Sep 3, 2026

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.

About the opportunity

We’re seeking an ambitious and results-driven Software Account Executive to drive net new logo acquisition within a defined territory. As a key member of our commercial sales team, you’ll own your territory end-to-end—building pipeline, managing the full sales cycle, and delivering consistent revenue growth through value-based selling.

You’ll engage prospects as a trusted advisor, challenge assumptions, and connect customer business challenges to HSOne’s full portfolio of solutions. This role is ideal for someone who thrives in a fast-paced SaaS environment, enjoys high-volume deal execution, and works with autonomy and accountability.

Key Responsibilities

• Own and deliver Net New Business performance within your assigned territory (approximately 70% outbound / 30% inbound).
• Consistently meet or exceed monthly, quarterly, and annual quotas.
• Manage the full sales cycle, including:
  • Challenger-based discovery
  • Needs-based demonstrations
  • Value-based selling, negotiation, and close
• Accurately track activity, pipeline, KPIs, and forecasts in HubSpot.
• Rapidly develop and maintain strong knowledge of the dental industry, with a focus on business outcomes.
• Build and maintain strong relationships with dental professionals, key advocates, and internal stakeholders.
• Partner with the Onboarding team to ensure smooth handoff, successful installation, and customer activation.
• Represent HSOne at trade shows, webinars, and industry events as needed.

Qualifications & Abilities

• Proven, target-driven mindset with a history of overachievement in a fast-paced SaaS sales environment (under 30-day sales cycle; 1–2 deals per week).
• Strong prospecting capability and comfort with moderate outbound activity.
• Excellent communication, presentation, and active listening skills.
• Confident identifying problems, handling objections, and asking thoughtful, sometimes uncomfortable questions.
• Ability to lead discovery with curiosity, uncovering emotional and business drivers.
• Skilled in calculating customer KPIs and linking solutions to measurable ROI.
• High level of integrity, ownership, and work ethic.
• Comfortable working autonomously and managing your day-to-day priorities.
• Willingness to travel up to 20% within territory for customer meetings and events.
• Hybrid role if based in Vancouver with one day per week in-office
• First 30 days spent in a combination of office-based onboarding and on-site customer engagement (Vancouver candidates).

Experience

• University-level education preferred.
• 3–5 years of B2B software sales experience, ideally in a lower ACV, higher-volume environment.
• Experience with value-based selling and/or Challenger methodology strongly preferred.

We try to make our process as simple as possible whilst giving you and us opportunities to learn about each other.

Screening call with our Recruitment Team

Short online behavioural and cognitive assessment

Final In person Interview including presentation

For us, hiring is always human first: every application is personally reviewed, every interview is human-to-human, and we only use AI tools to support listening and accuracy, never to replace real connection.

We pride ourselves on fostering a flexible, high-performing culture that is inclusive and supports professional growth. As a future team member, you will embrace ownership, transparency, communication and collaboration.

Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation. Henry Schein One Canada strives to operate a policy of equal opportunity and not discriminate against any person's gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.

Henry Schein, a FORTUNE 500 company, provides over 300 solutions and a vast product selection to enhance operational success for healthcare professionals globally.

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