Founding Sales Manager, Emerging Enterprise

Dandy; New York (NY); On-site; USD 140,000 - 190,000; Full time

Job summary

Dandy is hiring a Sales Manager for Emerging Enterprise (EEnt) to lead multi-location dental-group sales. You’ll design the team structure, set quotas, and drive outbound motion, coaching senior Account Executives to exceed targets across large enterprise accounts.

You will build playbooks, ROI models, and mutual action plans, while navigating complex cycles with senior stakeholders. Expect strategic leadership and a path to scalable growth in a dynamic startup environment.

Qualifications

• 5+ years of sales in a high-growth environment.
• Minimum 3 years managing teams of 7+ reps (SaaS/B2B preferred).
• Experience selling to multi-location, multi-stakeholder accounts with long sales cycles.
• Ability to build enablement, playbooks, and training programs from scratch.
• Strong commercial instincts with pricing and business-case experience.
• Data-driven forecasting, pipeline management, and rep performance.

Responsibilities

• Own strategy, structure, and quota performance for the EEnt team, including territory design and outbound motion.
• Coach and develop senior Account Executives; build ramp and career paths.
• Create a ground-up playbook for multi-location sales cycles and ROI models.
• Lead deal strategy with pipeline reviews and forecast accuracy.
• Direct involvement in top-tier opportunities and executive conversations.

Skills

Sales leadership

SaaS/B2B

Forecasting

Multi-location sales

Team coaching

Outbound strategy

Executive stakeholder management

Tools

Salesforce

Job description

Dandy is transforming the massive and antiquated dental industry—an industry worth over $400B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify and modernize every function of the dental practice through technology. As we expand our reach globally, Dandy is building the operating system for dental offices around the world—empowering clinicians and their teams with technology, innovation, and world-class support to achieve more for their practices, their people, and their patients.

About The Role

We're hiring a Sales Manager to lead our Emerging Enterprise (EEnt) team — the reps responsible for winning multi-location dental groups and emerging DSOs in the 4–9 location range. Reporting to the Head of Emerging Enterprise, you'll lead a team of experienced, quota-carrying Account Executives running complex, multi-stakeholder sales cycles.

This is the newest team inside Dandy's fastest-growing business segment, which means the playbook isn't fully baked yet. You'll have real latitude to create, build, and develop: the processes, the enablement, and most importantly the talent. If you want a seat where your fingerprints are on how a team operates rather than inheriting someone else's system, this is it.

What You'll Do

• Own the strategy, structure, and quota performance of the EEnt team, including territory design, account prioritization, and outbound motion into multi-location groups
• Sell alongside, coach, and develop a team of senior Account Executives — and build the ramp, career path, and performance bar that scales beyond your first cohort
• Build the team playbook from the ground up: discovery frameworks for multi-location decision committees, business-case and ROI models, mutual action plans, pilot-to-rollout expansion paths, and competitive positioning against national labs and chairside milling
• Coach to deal strategy, not just activity: pipeline reviews, deal inspection, forecast accuracy, and multi-threading discipline
• Lead by example: engage directly in your team's most strategic opportunities, running exec-level conversations and helping navigate to close
• Partner cross-functionally with Marketing, Enterprise Onboarding/CS, Clinical, and Lab Operations to land accounts that scan, order, and expand across every location
• Use Salesforce and the broader sales stack to drive rigorous pipeline hygiene, forecasting, and performance visibility
• Work with the Head of Emerging Enterprise and senior sales leadership on KPIs, capacity planning, and revenue targets

What We're Looking For

• 5+ years of sales experience in a high-growth environment, with at least 3 years managing teams of 7+ individual reps (SaaS or B2B experience highly preferred)
• Track record of success carrying and exceeding quota personally before moving into management through exceptional performance
• Demonstrated experience selling into or managing teams that sell to multi-location, multi-stakeholder accounts with longer, more consultative sales cycles
• Experience building enablement and process from scratch — playbooks, deal frameworks, training programs, career ladders
• Strong commercial instincts: comfortable with pricing conversations, contract structure, and building the business case for a group-wide decision
• Data-driven approach to forecasting, pipeline management, and rep performance
• Desire to punch through ambiguity and ramp quickly with limited resources
• Overall track record of professional and academic success

Bonus Points For

• Experience selling into DSOs, dental groups, healthcare, or other multi-site provider organizations
• Experience standing up a new team or scaling one through a transition from transactional selling to a more strategic, enterprise motion
• Experience with marketplace models
• Part of a startup acquisition or IPO
• Outstanding professional references to share
• Relentlessly positive attitude, strong sense of humor, and the ability to have fun at work

Req ID:

J-1268

For full-time positions, Dandy offers a wide range of best-in-class, comprehensive, and inclusive benefits tailored to each country where we operate. Our local benefits packages typically include healthcare, dental, mental health support, parental planning resources, retirement savings options, and generous paid time off—ensuring our team members are supported no matter where they live and work.

Dandy is proud to be an equal-opportunity employer.

We are committed to building a diverse and inclusive culture that celebrates authenticity to win as one.

We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, citizenship or immigration status, or any other legally protected characteristics.

Dandy also fully complies with the Americans with Disabilities Act (ADA).

We are dedicated to embracing challenges and creating an accessible, inclusive workplace for all individuals.

If you require any accommodations for your interview or have any questions beforehand, rest assured that we will do everything we can to meet your needs.

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