Enterprise Account Manager

Pearl; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Remote work environment

Stock options

Flexible PTO

Professional development

Job summary

Pearl is seeking an Enterprise Account Manager to drive revenue expansion and customer success for dental practice groups (75–499 locations). You will own the commercial relationship and strategy, focusing on Live ARR expansion and strategic multi-location partnerships.

You’ll lead revenue targets, manage renewals, and build ROI-driven business cases with cross-functional teams to accelerate deployments. Travel up to 50% and a remote-friendly environment are expected.

Qualifications

• 5+ years in enterprise account management or sales.
• Proven ability to expand accounts and drive revenue growth.
• Experience managing customer relationships across multiple locations.

Responsibilities

• Own the commercial and strategic relationship for Enterprise accounts (75–499 locations).
• Own revenue targets — expansion ARR and retention — and drive conversion of POC engagements into paid Live implementations.
• Drive and quantify expansion opportunities with ROI-focused business cases.
• Manage renewals and secure expansion commitments; escalate larger deals to leadership.
• Maintain forecast and pipeline; identify at-risk relationships and develop retention strategies.
• Lead QBRs/EBRs and present ROI and adoption metrics for expansion readiness.
• Use reviews to uncover expansion opportunities and address concerns early.
• Maintain CRM records of commitments and account plans; manage timelines and success plans.
• Coordinate with Onboarding, Product/Engineering, and Data & Analytics for go-live and ROI reporting.

Skills

Account management

Sales experience

SaaS metrics

Forecasting

CRM experience

Tools

Salesforce

Job description

About Pearl

Pearl is the leading AI-powered clinical operations platform for dental service organizations and practices, helping dentists work smarter, improve outcomes, and run more profitable practices by streamlining clinical workflows, enhancing diagnostics, and optimizing operations across hundreds of locations.

The Role

We're seeking an Enterprise Account Manager to drive revenue expansion and customer success at Pearl. You'll own the commercial relationship and account strategy for dental practice groups with 75–499 locations. Ownership begins once a POC converts to Live, or — for existing customers — when they're pursuing significant expansion. You are a sales leader first — focused on accelerating Live ARR — while building strategic partnerships with enterprise customers. You're detail-oriented and organized, ensuring every customer milestone and business objective is met on time.

Key Responsibilities

Commercial Ownership & Revenue Growth

• Own the commercial and strategic relationship for assigned Enterprise accounts (75–499 locations), serving as primary point of contact for customer leadership

• Own revenue targets — expansion ARR and retention — and drive conversion of POC engagements into paid, Live implementations

• Drive and quantify expansion opportunities (new locations, use cases, practitioner adoption), building business cases aligned to customer ROI

• Manage renewals and secure expansion commitments before contract expiration; close deals within your authority, escalating larger or complex deals to leadership

• Maintain accurate forecast and pipeline; proactively identify at-risk relationships and develop retention strategies

Business Reviews & Customer Engagement

• Own and lead QBRs/EBRs appropriate to account complexity and customer demand

• Prepare and present metrics-driven reviews demonstrating ROI, adoption, and readiness for expansion

• Use business reviews to uncover expansion opportunities and address concerns before escalation

Execution & Cross-Functional Collaboration

• Own the customer file — accurate CRM records of commitments, deliverables, and account plans

• Manage implementation timelines and success plans; track progress against milestones and elevate risks immediately

• Maintain a rolling 12-month account plan with growth targets, success metrics, risk factors, and an execution calendar

• Partner with Onboarding & Implementation to accelerate go-live, Product/Engineering to advocate for priority fixes, and Data & Analytics for ROI reporting that validates expansion

What You'll Need to Succeed

• 5+ years of enterprise account management or sales experience

• Proven ability to expand existing accounts and drive revenue growth

• Experience managing customer relationships across multiple locations

• Experience driving POC conversions or complex sales cycles to closure

• Strong analytical and business acumen; comfort with SaaS metrics and ROI modeling

• Excellent communication and stakeholder management skills

• Exceptional organizational skills; detail-oriented with strong follow-through

• Self-directed; able to manage multiple accounts and prioritize effectively

• Healthcare or SaaS experience preferred

• Willingness to travel up to 50% (customer visits, strategy sessions, QBRs/EBRs)

Nice to Have

• Background in multi-location or DSO operations

• Experience with healthcare technology or dental software

• Consultative selling experience

• Experience with Salesforce or similar CRM systems

What We Offer

• Competitive compensation and benefits

• Professional development and training opportunities

• Flexible, uncapped PTO

• Stock options

• Remote work environment