Sales Account Executive

Henry Schein One UK; United States; Remote; GBP 60,000 - 100,000; Full time

Job summary

Henry Schein One UK is a fully remote, data-driven 360 sales role aimed at growing revenue from existing customers. You’ll use Challenger-style insights to challenge current practices, deliver product demonstrations, and build value-led proposals across the UK dental practice market.

As a consultative seller, you will manage opportunities from discovery to close, identify upsell opportunities, and partner with Customer Success to ensure measurable value and adoption of our AI-powered SaaS

Qualifications

• Proven experience in SaaS/software product sales.
• 360 sales experience from discovery to close with pricing and objections.
• Comfortable using data/metrics to inform recommendations.
• Strong communication, storytelling, negotiation and stakeholder management.
• Experience identifying customer challenges and turning them into practical solutions.
• Familiarity with Challenger Sales or similar insight-led methodology.
• Track record of achieving sales growth in a SaaS context.
• Experience using CRM/AI platforms to manage pipeline and forecasting.

Responsibilities

• Deliver product demonstrations and consultations to customers.
• Follow up qualified leads and opportunities; build proposals and recommendations.
• Manage opportunities from discovery through close; identify upsell/cross-sell.
• Guide customers through change and adoption of new solutions.
• Keep CRM records, forecasts and pipeline up to date.
• Share customer feedback and market insights to improve outcomes.
• Contribute to webinars and best-practice content; collaborate cross-functionally.

Skills

SaaS sales

360 sales

Data-driven selling

CRM & forecasting

Stakeholder management

Negotiation

Communication

Challenger Sales

Upsell & cross-sell

Presentations & demos

Tools

CRM

AI platforms

Job description

• A consultative, data-driven 360 sales role using the Challenger sales approach.
• Focused on growing revenue and maximising value from existing customers
• Fully remote

What This Role Isn't

• A traditional cold-calling role or new logo acquisition role
• A 180 SDR role focused primarily on lead & meeting generation
• An Account Management position focused on support or retention

We are a product focused tech company with a mission to redefine dental care, creating a future where personalised, AI-powered treatment and intelligent practice management come together to enhance patient care and build a thriving dental practice.

We're innovators, relentless in our pursuit of customer success and constantly pushing the boundaries of the possible to create world-class SaaS products.

As one of the 'Sunday Times UK's Best Places to Work' companies for 4 consecutive years, our culture as an inclusive and forward-thinking company means we are committed to creating an environment that values diversity and flexibility and promotes equal opportunities for everyone.

We are problem solvers, not ticket takers, and we champion creative problem-solving. Customer success is at the heart of everything we do and we strive to ensure that each member of our team prioritises the success of the customer in every interaction.

Dentally solves real-world problems across three core areas.

• Clinical; AI-powered diagnostics and note-taking, giving dentists an extra set of expert eyes on every x-ray, further detecting subtle signs across conditions and boosting clinical accuracy in seconds.
• Practice Management - Automating everything, ensuring dental practices get admin done quicker! Payments, Workflows & Patient Management, 3rd Party Integration, Reporting and Staff Instant Messaging.
• Patient Experience - A digital-first experience that empowers patients to manage appointments, complete medical forms, and make payments - all from their own device. No more old-school phone calls and paper forms.

Consult with customers and uncover opportunities.

Spend time understanding how dental practices operate today, identifying challenges, inefficiencies and opportunities for improvement.

• Uncover customer needs, challenges and opportunities.
• Challenge existing ways of working and share new ideas.
• Assess buying readiness and commercial potential.
• Build relationships with key decision-makers.

Demonstrate value and recommend solutions.

Help customers understand how our products can improve the way they work.

• Deliver product demonstrations and consultations.
• Recommend solutions that improve practice performance.
• Share best-practice advice and workflow guidance.
• Handle questions and objections with confidence.

Drive customer growth and software sales.

Identify and progress opportunities within our existing customer base, owning them through to a successful outcome.

• Follow up qualified leads and customer opportunities.
• Manage opportunities from discovery to close.
• Create proposals and commercial recommendations.
• Identify upsell and cross-sell opportunities.
• Deliver against sales and conversion targets.

Guide customers through change.

Help customers adopt new ways of working and successfully transition to better solutions.

• Assess readiness for change and adoption.
• Help customers overcome barriers and risks.
• Partner with Onboarding and Customer Success teams.
• Support customers in achieving measurable value.

Share insight and improve how we work.

Act as the voice of the customer across the business.

• Keep CRM records, forecasts and pipeline data up to date.
• Share customer feedback and market insights.
• Contribute to webinars and best-practice content.
• Work cross-functionally to improve customer outcomes.
• Proven experience within SaaS/software product sales.
• 360 sales experience - owning consultative conversations from discovery through to recommendation, pricing, objection handling and close.
• Comfortable using data and metrics to inform recommendations and conversations.
• Confidence delivering software demonstrations and articulating value to customers.
• Strong communication, storytelling, negotiation and stakeholder management skills.
• Experience identifying customer challenges and turning them into practical solutions.
• Familiarity with Challenger Sales or a similar insight-led sales methodology.
• Strong commercial mindset - track record of achieving sales growth
• Using CRM/AI platforms to manage pipeline, forecasting and customer opportunities.

Diversity at Henry Schein One is all about you being you. Diversity and inclusion are integral to every aspect of our business, we push boundaries fuelled by a diverse set of voices and a desire to make a difference. We are proud to be an equal-opportunity employer. All qualified candidates are considered without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age. We welcome everyone to our team; we foster creativity and ambition throughout our business. We're making a difference every day and you can too.

Everyone at Henry Schein One is encouraged to live and demonstrate our core values: