Director, Regional Key Accounts

Align Technology, Inc.; Barcelona, Madrid; On-site; EUR 120,000 - 180,000; Full time

Job summary

Align Technology, Inc. seeks a Director, Regional Key Accounts to define and drive the EMEA DSO strategy for the iTero portfolio. You will own revenue, profitability, and partnerships across DSOs, guiding executive engagement and scalable digital adoption in Europe, the Middle East and Africa.

You will partner with leadership across Sales, Marketing, Tender Management and Finance to ensure disciplined execution, ROI, and long-term growth in complex multi-country tenders.

Qualifications

• BS/BA in business, healthcare or technology; MBA preferred.
• 10+ years in senior commercial, sales or marketing leadership.
• Experience with DSOs or large enterprise healthcare customers.
• Skilled in negotiations, tender strategies, and deal structures.

Responsibilities

• Define and execute the EMEA DSO commercial strategy for Align’s digital portfolio.
• Own forecasting, AOP achievement, and revenue growth for DSOs.
• Lead executive relationships with senior DSO leadership across EMEA.
• Negotiate high-level commercial agreements and tender strategies.
• Define GTM strategies for digital solutions and services.
• Collaborate with Sales, Marketing, Finance and Clinical Education to ensure execution.

Skills

Enterprise negotiations

Tender management

Cross-functional leadership

Complex deal structures

Stakeholder management

Education

BS/BA in business/healthcare/technology

MBA preferred

Job description

Director, Regional Key Accounts

Department: Sales

Employment Type: Full Time

Location: EMEA-Spain-Field based

Description

The Director, Regional Accounts is responsible for defining and executing the EMEA Dental Service Organizations (DSOs) commercial strategy for Align’s digital portfolio, including iTero and related services. This role owns the end-to-end commercial agenda with key focus DSOs, driving sustainable revenue growth, long‑term partnerships, and scalable digital adoption across focused DSO customers.

The role operates at a senior, strategic level, partnering closely with EMEA leadership, Sales, Marketing, Tender Management, Finance, and Clinical Education to ensure commercial excellence, disciplined execution, and strong return on investment.

Role expectations

Commercial & Strategic Leadership

• Own and deliver EMEA DSO commercial strategy, aligned with regional and global business objectives.
• Lead revenue, profitability, and growth outcomes for DSOs, with accountability for forecasting, latest estimates, and AOP achievement.
• Act as the senior commercial voice for DSOs within EMEA, influencing strategic priorities, investments, and go‑to‑market decisions.
• Establish clear success metrics, governance, and ROI tracking for all DSO-related initiatives.

DSO Engagement & Executive Relationships

• Build and sustain long-term, executive-level relationships with senior DSO group leadership across EMEA.
• Lead high-level commercial negotiations, tender strategies, and enterprise partnership discussions.
• Translate DSO needs into scalable commercial solutions, ensuring alignment between customer objectives and Align’s digital strategy.

Go-To-Market & Portfolio Leadership

• Define and lead go‑to‑market strategies for digital solutions, services, and innovations targeted at DSOs.
• Drive adoption of key features across the iTero portfolio and related digital services.
• Champion innovative commercial models that enable DSOs to digitize at scale (e.g. leasing, CPO, service‑based offerings).

Enterprise Sales Strategy

• Ensure commercial consistency, competitiveness, and value articulation across complex, multi-country DSO tenders.
• Personally engage in strategic sales discussions with priority accounts to unlock growth and remove barriers.

Cross-Functional Leadership

• Partner with Sales, Marketing, Finance, Operations, Tender Management, and Clinical Education to ensure end-to-end execution excellence.
• Sponsor and lead cross-functional programs, ensuring internal alignment, accountability, and delivery.
• Guide the development of sales enablement tools, training programs, and support materials to maximize commercial impact and utilization.

Business & Market Intelligence

• Maintain a deep understanding of the IOS, aligner, and digital dentistry markets, including competitive dynamics and emerging trends.
• Use data, market insights, and customer feedback to inform strategy, investment decisions, and portfolio priorities.
• Forecast business returns for major initiatives and ensure disciplined financial evaluation.

What we're looking for

• Minimum 10+ years’ experience in senior commercial, sales, or marketing leadership roles, ideally within healthcare, medical devices, or digital technology.
• Proven experience working with DSOs or large enterprise healthcare customers across multiple markets.
• Strong background in enterprise negotiations, tender management, and complex deal structures.
• Demonstrated ability to lead cross-functional teams in a matrix environment and influence at executive level.
• Experience owning commercial outcomes, forecasting, and strategic planning at regional or multi-country level.
• BS/BA required in business, healthcare, or technology; MBA strongly preferred.
• Fluent English required; additional European languages a plus.
• Willingness to travel across EMEA (up to ~70%).

The ideal candidate is based in Barcelona or Madrid