Sr. Account Executive, II

Henry Schein, Inc.; United States; Remote; USD 81,000 - 99,000; Full time

Job summary

HenryScheinOne is seeking an Acquisition Account Executive to drive net-new Dentrix Ascend revenue across DSOs and multi-site dental groups. This hunter role leads full sales cycles—from prospecting to executive-level negotiation and close—through outbound activity and strategic ABM programs.

You will partner with Marketing, Sales Engineering, and Customer Success to win complex deals, manage multi-location implementations, and forecast bookings with accuracy in a remote US-based role.

Qualifications

• 5+ years in net-new, hunter-focused B2B SaaS or enterprise tech sales.
• Proven track record of net-new logo acquisition in multi-stakeholder cycles.
• Proficiency with Salesforce CRM; strong MS Office skills.

Responsibilities

• Maintain outbound pipeline generating net-new logo opportunities.
• Lead complex multi-stakeholder DSO sales cycles end-to-end.
• Negotiate enterprise contracts including pricing and multi-location rollout.
• Maintain accurate Salesforce data and forecast bookings.
• Collaborate with Marketing, Sales Eng, Implementation, and CS.

Skills

Hunter sales

Net-new logos

Executive engagement

Sales lifecycle

Sales forecasting

Education

High School Diploma or GED

Tools

Salesforce CRM

MS Office

Job description

Shape what’s next in dental technology. Join HenryScheinOne! Join a global leader redefining dental practice management and do work that actually matters. At HenryScheinOne, 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.

The Acquisition Account Executive, DSO 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. The Acquisition AE is an expert at competitive displacement, proactively identifying DSOs and emerging dental groups running on legacy or competitor practice management platforms and building the business case for migration to Dentrix Ascend. Success requires comfort navigating complex, multi-stakeholder buying committees (CEO, COO, CFO, CCO, IT/Operations leadership) at the DSO support-organization level, as well as sustained discipline through long, multi-stage sales cycles (typically 6–12+ months) involving competitive RFPs, security and IT review, and multi-location implementation planning. This position is Remote within the United States with up to 35% travel as needed. This position is not eligible for employment-based visa sponsorship. To be considered, candidates must be authorized to work in the United States for HenryScheinOne without the need for current or future employer sponsorship.

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 HenryScheinOne 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 HenryScheinOne 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 HenryScheinOne 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 HenryScheinDental 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
• In addition to the responsibilities listed above, this role is responsible for meeting 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

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.

What you’ll gain as a #TeamSchein member

A robust benefits package including health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support, and MORE!

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! 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. *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.

Henry Schein One 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.

If you are unable or limited in your ability to complete the application process, including the use or access of www.henryschein.com/careers, as a result of a physical or mental impairment, you can request reasonable accommodations. Please e-mail the appropriate email address below with the type of accommodation you are requesting. Please include your first and last name, phone number, position for which you are interested in applying and geographic location in your request.

US Candidates: [e-mail]

UK and Ireland Candidates: [e-mail]

Australia and New Zealand Candidates: [e-mail]

Malaysia Candidates: [e-mail]

Italy Candidates: [e-mail]

Types of 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.