Account Executive

Henry Schein One Canada; Surrey; On-site; CAD 75,000 - 150,000; Full time

Benefits offered by this job

3% RRSP matching

3-week paid vacation, growing up to 5 

benefits include flexible time off

Job summary

Henry Schein One Canada is seeking a Software Account Executive to drive net new logo acquisition in a defined territory within a fast-paced SaaS environment. You’ll own the territory end-to-end, building pipeline, managing the full sales cycle, and delivering revenue growth through value-based selling.

You will engage dental professionals as a trusted advisor, conduct discovery, deliver needs-based demos, and coordinate with onboarding to ensure smooth handoffs and customer activation.

Qualifications

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

Responsibilities

• Own and deliver Net New Business in your territory (approx. 70% outbound / 30% inbound).
• Meet or exceed monthly, quarterly, and annual quotas.
• Manage full sales cycle: discovery, demos, negotiation, and close.
• Track activity, pipeline, KPIs, and forecasts in HubSpot.
• Develop dental industry knowledge and client ROI implications.
• Build relationships with dental professionals and internal stakeholders.
• Coordinate with Onboarding for smooth handoff and activation.
• Represent HSOne at trade shows, webinars, and events.

Skills

Target-driven mindset

Prospecting

Communication

Value-based selling

Challenger methodology

ROI calculation

Autonomy

Travel readiness

Education

University-level education preferred

Tools

HubSpot

Job description

Henry Schein One (HSOne) Canada builds technology that helps dental professionals and teams work more efficiently while delivering exceptional patient care. Recognized as one of the 2025 Best Workplaces in British Columbia by Great Place to Work®, we value collaboration, meaningful impact, and continuous improvement.

Our Commercial division supports private dental practices through three leading practice-management solutions: Dentally, our cloud-based platform for modern digital clinics; Dentrix, a trusted and widely adopted on-premises solution; and Power Practice, a long-standing Canadian system known for its reliability and strong customer loyalty.

Together, these solutions help dental teams manage scheduling, charting, imaging, billing, reporting, and patient communication through connected, intuitive tools that keep practices running smoothly and positioned for growth.

The Role

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 with one day per week in-office
• First 30 days spent in a combination of office-based onboarding and on-site customer engagement.

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.

The posted range for this position is between CAD $75,000 with an OTE of $150,000 CAD which is the base salary plus commission range for an employee who is new to the role to fully proficient and experienced in the role. Many factors go into determining employee pay within the posted range including prior experience, training, current skills, certifications & education etc.

Our benefits also include:

• 3% RRSP matching
• 3-week paid vacation, growing up to 5 weeks with tenure