Sr. Account Executive, II

Henry Schein One LLC; United States; Hybrid; USD 90,000 - 180,000; Full time

Benefits offered by this job

Health coverage

401K plan with company match

Paid time off

Job summary

Henry Schein One is seeking an Acquisition Account Executive to drive net-new Dentrix Ascend revenue within DSOs and emerging dental groups. This is a quota‑carrying, outbound‑focused hunter role responsible for full new-logo cycles, from prospecting to negotiation and close, measured on net-new logos and ARR.

Responsibilities include outbound pipeline generation, ABM collaboration, complex enterprise selling, and maintaining Salesforce updates for a long-cycle, multi-location environment.

Qualifications

• 5+ years of proven net-new, hunter-focused B2B SaaS or enterprise tech sales.
• High School Diploma or GED.
• Track record of net-new logo acquisition and quota over-achievement in a hunter role.
• Consultative and value-based selling for multi-stakeholder enterprise deals.
• Strong knowledge of competitive displacement strategies against incumbents.
• Executive-level relationship building with C-suite/VP stakeholders.
• Proficiency with Salesforce CRM and MS Office.

Responsibilities

• Maintain a self-sourced outbound pipeline and generate net-new logo opportunities.
• Develop and maintain a target account list of DSOs and multi-location dental groups.
• Partner with Marketing to run ABM campaigns for net-new prospects.
• Lead complex, multi-stakeholder sales cycles and craft mutual close plans.
• Conduct win/loss analysis and incorporate competitive intelligence into messaging.
• Deliver value-based demonstrations tailored to buying committees.

Skills

Hunter sales

Net-new logo sales

Enterprise software sales

Sales forecasting

Executive communication

Relationship management

Education

High School Diploma

Tools

Salesforce CRM

MS Office

Job description

Shape what’s next in dental technology. Join Henry Schein One! Join a global leader redefining dental practice management and do work that actually matters. At Henry Schein One, we are a team of care catalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everything we do. Your ideas fuel innovation that enhances patient care and drives real results for practices. We don’t just talk about impact; we build it! Backed by a trusted reputation, our leaders foster an inclusive and supportive environment where we stay solely focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We have high expectations for performance and delivering results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your wins celebrated.

Acquisition Account Executive, DSO Role

This role is a quota‑carrying, outbound‑focused sales hunter responsible for generating net‑new Dentrix Ascend revenue within the Dental Support Organization (DSO) and emerging group practice market. This role owns the full new‑logo sales cycle — from self‑sourced prospecting through executive‑level negotiation and close — and is measured primarily on net‑new logos acquired and net‑new ARR booked, not on managed‑account growth or renewals. This is a hunter role.

What you will do

• Maintain a self‑sourced outbound pipeline generation target, consistently building new‑logo opportunities through cold outreach, conference and event prospecting, referral partner development, and account‑based targeting.
• Build and maintain a prioritized target account list of DSOs and emerging dental groups (8+ locations) not currently on Henry Schein One platforms, ranked by location count, growth trajectory, funding/PE backing, and competitive displacement opportunity.
• Partner with Marketing and the Acquisition/Growth team to develop and execute account‑based marketing (ABM) campaigns targeting net‑new DSO prospects.
• Expertly lead, teach, and take control of complex DSO sales cycles incorporating the Henry Schein One portfolio, practice technology, change management, and growth/acquisition strategy consulting.
• Lead competitive displacement strategy, including conducting win/loss analysis and incorporating market and competitor intelligence into sales messaging and positioning.
• Create detailed, account‑specific business plans and mutual close plans to facilitate attainment of net‑new logo and net‑new ARR targets.
• Deliver value‑based insights through discovery and demos tailored to multi‑stakeholder DSO buying committees, connecting practice/organization needs to Henry Schein One solutions.
• Negotiate multifaceted, enterprise‑level customer agreements, including pricing, implementation scope, and multi‑location rollout terms.
• Maintain accurate, current leads and opportunities in Salesforce, including sales stage, next steps, and close‑date discipline appropriate for long enterprise sales cycles.
• Forecast monthly and quarterly net‑new bookings to leadership with a high degree of accuracy.
• Develop and maintain a working relationship with Henry Schein Dental field sales representatives as a key lead‑source and early‑signal channel for in‑market DSO prospects.
• Partner with Sales Engineering, Implementation, and Customer Success to ensure a smooth handoff from close to onboarding for newly acquired DSO accounts.
• Meet company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work‑related tasks in compliance with Company policies and procedures including Worldwide Business Standards, and adhering to Company policies, procedures, and directives regarding standards of workplace behavior.

What we are looking for

• 5 plus years of proven experience in a net‑new, hunter‑focused B2B SaaS or enterprise technology sales role, with a demonstrated track record of net‑new logo acquisition in complex, multi‑stakeholder sales cycles (6+ months).
• High School Diploma or GED.
• Demonstrated track record of net‑new logo acquisition and quota over‑achievement in a dedicated hunter/new‑business role (not primarily account management or renewals).
• Expert‑level consultative and value‑based selling skills suited to complex, multi‑stakeholder enterprise software sales and change management.
• Strong knowledge of competitive displacement selling — identifying, messaging against, and winning deals from incumbent practice management or DSO software vendors.
• High proficiency in relationship management and strategic partnership development at the executive level (C‑suite and VP‑level DSO stakeholders).
• Proficiency with Salesforce CRM required; strong working knowledge of MS Office.
• Excellent communication and executive presentation skills, with the ability to build trust and credibility quickly with senior healthcare operators.
• Versed and practiced negotiation skills suited to enterprise, multi‑location contract structures.
• Strong organizational and time‑management skills, with the discipline to manage a long‑cycle (6–12+ month), multi‑threaded enterprise pipeline.
• Sharp business acumen with the ability to execute business‑level and financial conversations with DSO executive leadership.
• Self‑motivated, resilient, and energized by proactive, outbound new‑business development.

What will set you apart

• Bachelor Degree in business administration, sales, marketing, or a related field.
• Experience selling into Dental Support Organizations, multi‑site healthcare groups, or private equity‑backed group practices strongly preferred.
• Dental market expertise.
• Enterprise new‑business sales experience.

Travel / Physical Demands: Typically less than 35%. No special physical demands required.

This position will be working in an office or remote environment, utilizing typical office equipment, with travel required for client meetings, industry conferences, and prospect site visits as needed.

The posted base salary for this position is $90,000 with an OTE (On Target Earnings) of $180,000 at 100% of quota. Total compensation will vary based on individual performance against quota. This is the expected range for an employee who is new to the role, to fully proficient in the role. Many factors go into determining employee pay within the posted range including prior experience, training, current skills, certifications, location/labor market, internal equity, etc.

Benefits

• Health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support.
• Medical, Dental and Vision Coverage, 401K Plan with Company Match, Paid Time Off (PTO), Paid Parental Leave, Short Term Disability, Work Life Assistance Program, Health Savings and Flexible Spending Accounts, Education Benefits, Worldwide Scholarship Program, Volunteer Opportunities, and more.
• Additional benefits may vary by location or status.

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

What you get as a Henry Schein One Employee

• A great place to work with fantastic people.
• A career in the healthcare technology industry, with the ability to grow and realize your full potential.
• Competitive compensation. Excellent benefits package!

Work Arrangements

• Work From Home: Work is performed directly from the TSM's home office.
• Hybrid: Time is scheduled between working from a TSM home office and at a company facility, as required.
• Onsite: Work is performed exclusively at a company facility.
• Field: Position requires traveling to different locations within a specific geographic territory, as assigned.

We invite you to join approximately 25,000 Team Schein Members, who are critical to our success and are at the core of our Team Schein Values as our founders would have wanted. We live those values by ensuring that our culture focuses on the wellness of our team, which we accomplish by providing a safe space for individuals to develop and contribute authentically, with opportunities to give back to society and the communities where we live and work. No matter the role you are seeking, we encourage you to come be a part of a team that makes the world a healthier place.