The Role
Outbound, quota-carrying hunter responsible for net-new Dentrix Ascend revenue within DSOs and multi-site groups. Own full sales cycle from prospecting to executive negotiation and close, execute ABM campaigns, manage long complex deals, maintain Salesforce pipeline, forecast bookings, and coordinate handoff to implementation and customer success.
Summary Generated by Built In
Shape what’s next in dental technology.
Join Henry Schein One!
Join Henry Schein One!
Who We Are
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 — Dentrix Ascend
This opportunity is remote within the United States.
Job Summary
The Acquisition Account Executive, DSO 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.
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.
- 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.
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
Qualifications
Must have:
Must have:
- 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
Nice to have:
- 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
The posted base range for this position is $90,000.00 - $95,000.00 with an OTE (On Target Earnings) range of $180,000.00 to $185,000.00.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.
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!
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.
Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories.
Skills Required
- 5+ years net-new, hunter-focused B2B SaaS or enterprise technology sales experience
- Proven track record of net-new logo acquisition and quota over-achievement in new-business roles
- High School Diploma or GED
- Expert-level consultative and value-based selling skills for complex, multi-stakeholder enterprise sales
- Strong knowledge of competitive displacement selling
- Executive-level relationship management and strategic partnership development (C-suite/VP stakeholders)
- Proficiency with Salesforce CRM
- Strong working knowledge of Microsoft Office
- Excellent communication and executive presentation skills
- Experienced negotiation skills for enterprise, multi-location contracts
- Strong organizational and time-management skills for long, multi-threaded enterprise pipelines
- Business acumen to conduct business-level and financial conversations with DSO leadership
- Self-motivated, resilient, and energized by proactive outbound new-business development
- Bachelor's degree in business, sales, marketing, or related field
- Experience selling into Dental Support Organizations, multi-site healthcare groups, or PE-backed practices
- Dental market expertise
- Enterprise new-business sales experience
Henry Schein One Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Henry Schein One and has not been reviewed or approved by Henry Schein One.
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Leave & Time Off Breadth — Unlimited PTO and paid holidays indicate broad time‑off flexibility that supports work‑life balance. Volunteering days and a birthday day off in some regions extend the time‑off options.
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Healthcare Strength — Medical, dental, vision, mental‑health support, and HSA/FSA options reflect comprehensive coverage. Eye care vouchers and other add‑ons further extend the offering in some regions.
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Retirement Support — A company retirement plan with employer match is positioned as a standout element of the package. This strengthens long‑term financial support within total rewards.
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The Company
What We Do
Henry Schein One is the world’s largest dental practice management software company. Founded in 2018, Henry Schein One launched a new era of integrated dental technology by merging the market-leading practice management, patient communication and marketing systems of Henry Schein and Internet Brands into one company. Our goal: To simplify each aspect of dental practice management by delivering software that connects with each other, shares data and automates more tasks – helping each member of the dental team work smarter and more efficiently. Headquartered in American Fork, Utah, Henry Schein One combines market-leading brands, such as Dentrix®, Dentrix Ascend®, Lighthouse360®, and TechCentral™, as well as Henry Schein's international dental practice management systems, including Software of Excellence®, Logiciel Julie, InfoMed®, Exan®, and Labnet™, with the dental businesses of Internet Brands, including web-based solutions such as Demandforce®, Sesame Communications®, Officite®, and DentalPlans.com® and more. Henry Schein One integrated 13 companies, 40+ software brands and employs approximately 1,500 people. 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.
