What You'll do:Reporting directly to the Chief Revenue Officer, the Enterprise Sales Director is a hands-on front-line leader responsible for a small team of Enterprise Account Executives focused on winning and expanding strategic dental organizations. This leader will own enterprise revenue performance, pipeline creation, forecast accuracy, deal execution, and talent development.
We are looking for more than a people manager. The ideal candidate is an experienced enterprise sales leader who can coach sophisticated sellers, inspect complex opportunities, develop account strategy, build executive relationships, and step directly into strategic deals when leadership involvement can improve the probability of winning.
Dental Intelligence sits at the intersection of several major trends reshaping dentistry: data, automation, artificial intelligence, patient engagement, payments, and operational efficiency. This role offers the opportunity to work directly with the CRO and broader ELT, influence enterprise go-to-market strategy, develop a talented team, and play a meaningful role in building the next major growth engine for Dental Intelligence.
Location:This is a hybrid role and requires regular in-office work at Dental Intelligence's headquarters in Pleasant Grove, Utah.
Outcomes You'll Own:Lead and Develop the Enterprise Team
- Lead, coach, and develop a high-performing team of Enterprise Account Executives.
- Establish clear expectations for revenue attainment, pipeline creation, account development, and sales execution.
- Conduct effective one-on-ones, pipeline reviews, deal reviews, call coaching, and performance conversations.
- Develop each AE's capabilities in enterprise discovery, executive selling, account planning, business-case development, negotiation, and closing.
- Build a culture of accountability, collaboration, continuous improvement, and high performance.
- Recruit and onboard additional enterprise talent as the business grows.
Own Revenue, Pipeline, and Forecasting
- Own enterprise new-logo and expansion revenue targets.
- Create a culture in which AEs consistently generate pipeline rather than relying solely on inbound demand.
- Establish standards for strategic prospecting, territory development, executive outreach, and account penetration.
- Monitor pipeline coverage, quality, conversion, and deal progression and address gaps early.
- Own the enterprise forecast directly with the CRO and ensure forecasts are based on buyer evidence, not seller optimism.
- Maintain strong visibility into the team's highest-priority opportunities, risks, and next steps.
Coach and Inspect Complex Enterprise Deals
- Serve as an active coach and strategic partner on high-value opportunities.
- Help AEs develop deal strategy, stakeholder maps, competitive positioning, business cases, negotiation plans, and close strategies.
- Ensure opportunities are appropriately multi-threaded across executive, operational, financial, technical, and clinical stakeholders.
- Help the team identify and develop strong customer champions.
- Participate directly in executive customer meetings when leadership involvement can materially advance the opportunity.
- Mobilize the right internal resources and remove obstacles that could prevent deals from progressing.
Drive Enterprise Sales Discipline
- Establish consistent qualification and sales execution standards across the team.
- Apply MEDDIC/MEDDPICC principles or similar enterprise sales methodologies to opportunity inspection.
- Ensure opportunities have clearly identified business pain, economic buyers, decision criteria, decision processes, champions, competition, and next steps.
- Maintain strong Salesforce, opportunity management, and stage progression discipline.
- Help AEs develop strategic account plans for priority DSOs and large dental organizations.
- Partner closely with the CRO and leaders across Marketing, Partnerships, Product, Customer Success, Finance, and other functions to strengthen the enterprise GTM motion.
What We're Looking For: Required Qualifications
- Proven success leading enterprise B2B SaaS sales teams.
- Demonstrated history of achieving or exceeding team revenue targets.
- Prior success personally selling complex enterprise SaaS solutions.
- Strong experience coaching and developing Enterprise Account Executives.
- Deep understanding of complex, multi-stakeholder sales cycles and enterprise sales methodologies such as MEDDIC, MEDDPICC, Challenger, or similar frameworks.
- Strong pipeline management, deal inspection, and forecasting discipline.
- Experience selling to C-suite and senior executive stakeholders.
- Strong business and financial acumen.
- Excellent communication, leadership, and executive presence.
- Ability to operate effectively in a fast-moving, high-growth environment.
Preferred Qualifications
- Experience in dental, healthcare technology, or other multi-location industries.
- Experience selling to DSOs or large dental groups.
- Experience with SaaS platforms involving analytics, AI, payments, communications, or workflow automation.
- Experience helping build or scale an enterprise sales motion.
- Established relationships within the dental or DSO ecosystem are a plus.
What Great Looks Like: The best Enterprise Sales Directors at Dental Intelligence coach, not just manage. They know the team's most important deals, create accountability, build pipeline discipline, and develop stronger enterprise sellers.
They understand the difference between managing opportunities and building strategic accounts. They forecast with rigor, get involved when leadership can change the outcome, and know how to mobilize the broader organization around high-value opportunities.
Most importantly, they build a team that consistently executes, improves, and wins.
What You'll Love About Us:- Flexible Paid Time Off + 10 company-wide paid holidays
- Competitive Medical, Dental & vision offerings, with buy up plan options, AND we match your HSA contributions.
- Fully Paid Parental Leave
- 401K Retirement savings plan with company match up to 5.5% of your earnings+ unlimited access to personal financial advisors.
- Learning & Development Reimbursement program
- Company paid Life, Disability & AD&D
- Mental Health support programs, Cellphone & Gym membership Discounts, Corporate Sundance Passes, and more!
