Director, Regional Key Accounts

Align Technology, Inc.; España; Remote; EUR 150,000 - 190,000; Full time

Job summary

Align Technology, Inc. is seeking a Director, Regional Key Accounts to define and execute the EMEA DSO commercial strategy for the iTero digital portfolio.

You will own the end-to-end commercial agenda with DSOs, drive revenue growth and partnerships across multiple markets, and partner with regional leadership to ensure ROI and disciplined execution. The role operates at a senior strategic level, requiring extensive experience in enterprise negotiations, GTM planning, and cross-functional

Qualifications

• Minimum 10+ years’ experience in senior commercial, sales, or marketing leadership roles.
• Proven experience with DSOs or large enterprise healthcare customers across markets.
• Strong background in enterprise negotiations, tender management and complex deals.
• Proven 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 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%).

Responsibilities

• Own and deliver EMEA DSO commercial strategy, aligned with regional and global objectives.
• Lead revenue, profitability and growth for DSOs with forecast and AOP accountability.
• Serve as senior commercial voice for DSOs, guiding investments and GTM decisions.
• Establish governance, ROI tracking for DSO initiatives.
• Build executive relationships with senior DSO leadership across EMEA.
• Negotiate high-level commercial terms and enterprise partnerships.
• Define GTM strategies for digital solutions and services for DSOs.
• Drive adoption of features across iTero portfolio and related services.
• Develop innovative commercial models enabling digital adoption at scale.
• Ensure consistency and value articulation across multi-country tenders.
• Lead cross-functional sponsorships to ensure execution excellence.

Skills

Fluent English

Cross-functional leadership

Enterprise negotiations

Tender management

Strategic planning

Education

BS/BA in business, healthcare, or 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