About the RoleAt Dandy, our Inside Account Executives (IAEs) drive sales at the practice level within Dental Support Organizations (DSOs). As an IAE, you are a strategic hunter who combines the high-velocity closing skills of a top-tier SMB/Mid-Market representative with the operational rigor and "big picture" focus needed as an enterprise seller to navigate corporate ambiguity. In this pivotal role and high visibility role, you will sell into the largest DSOs in the world, building and harvesting your territory. Success requires adapting to complex variables such as corporate nuances, preferred pricing, scanner types, and SKU focus all while maintaining a highly organized, detail-oriented book of business.
What You'll Do:- Execute Strategic Sales Motions: Navigate two distinct sales environments side-by-side to expand Dandy's footprint:
- Post-MSA Expansion: Grow accounts to 70%+ penetration by selling to practices individually or in group settings. Partner with cross-functional teammates to lead and execute expansion tactics within DSOs that have a signed Master Service Agreement (MSA).
- Pre-MSA Groundswell: Sell to individual practices before a corporate MSA is signed to create grassroots momentum within the DSO. Act as a strategic scout to gather corporate intelligence, generate introductions to key stakeholders, and identify trends that help support corporate-level negotiations.
- Drive high-conversion sales with new practices, facilitate a seamless onboarding experience, and guide clients through to a successful first order.
- Share practice-level insights and trends with cross-functional teams to support high-level corporate conversations and cement Dandy as the number one lab within the DSO.
- Adopt a student mentality and learn the dental industry, become an expert on sharing the Dandy value proposition for this segment.
What We're Looking For:- 5+ years of sales experience, including 3+ years of closing experience.
- Prior experience with ground-floor AE ownership, expansion sales, or enterprise sales environments, along with a verified track record of strategic execution and quota overattainment.
- Strong sales acumen with a high close rate and the high-velocity closing skills required to push deals across the finish line.
- A self-starter who thrives on determination, grit, and cross-functional leadership, with a refusal to do the bare minimum just to hit a quota.
- Exceptional attention to detail with tight pipeline management and data discipline.
- The ability to "zoom out" to understand long-term corporate strategy while executing daily, ground-level sales.
- Flexibility to travel 30-40% as needed.
Bonus Points For:- Outstanding professional references to share
- Love of blitz growth environments
- Experience as an early-stage or expansion builder (e.g., being a first or early sales hire, helping define ICP/GTM, or building a territory from zero in ambiguous, fast-moving environments).
- Background in high-bar, outbound-driven tech or corporate environments known for world-class sales enablement and rigid, high-value processes.
- Direct experience selling into or navigating the dental industry or healthcare corporate structures (DSOs).
Req ID: J-484
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.
