EMEA Regional Key Accounts Director – DSOs & Digital

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

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