Director, Regional Key Accounts

Role expectations

• Own and deliver EMEA DSO commercial strategy, aligned with regional and global business objectives.
• Lead revenue, profitability, and growth outcomes for DSOs, with accountability for forecasting, latest estimates, and AOP achievement.
• Act as the senior commercial voice for DSOs within EMEA, influencing strategic priorities, investments, and go‑to‑market decisions.
• Establish clear success metrics, governance, and ROI tracking for all DSO-related initiatives.

• Build and sustain long-term, executive-level relationships with senior DSO group leadership across EMEA.
• Lead high-level commercial negotiations, tender strategies, and enterprise partnership discussions.
• Translate DSO needs into scalable commercial solutions, ensuring alignment between customer objectives and Align’s digital strategy.

• Define and lead go‑to‑market strategies for digital solutions, services, and innovations targeted at DSOs.
• Drive adoption of key features across the iTero portfolio and related digital services.
• Champion innovative commercial models that enable DSOs to digitize at scale (e.g. leasing, CPO, service-based offerings).

• Ensure commercial consistency, competitiveness, and value articulation across complex, multi-country DSO tenders.
• Personally engage in strategic sales discussions with priority accounts to unlock growth and remove barriers.

• Partner with Sales, Marketing, Finance, Operations, Tender Management, and Clinical Education to ensure end-to-end execution excellence.
• Sponsor and lead cross-functional programs, ensuring internal alignment, accountability, and delivery.
• Guide the development of sales enablement tools, training programs, and support materials to maximize commercial impact and utilization.

• Maintain a deep understanding of the IOS, aligner, and digital dentistry markets, including competitive dynamics and emerging trends.
• Use data, market insights, and customer feedback to inform strategy, investment decisions, and portfolio priorities.
• Forecast business returns for major initiatives and ensure disciplined financial evaluation.

What we're looking for

• Minimum 10+ years’ experience in senior commercial, sales, or marketing leadership roles, ideally within healthcare, medical devices, or digital technology.
• Proven experience working with DSOs or large enterprise healthcare customers across multiple markets.
• Strong background in enterprise negotiations, tender management, and complex deal structures.
• Demonstrated ability to lead cross-functional teams in a matrix environment and influence at executive level.
• Experience owning commercial outcomes, forecasting, and strategic planning at regional or multi-country level.
• BS/BA required in business, healthcare, or technology; MBA strongly preferred.
• Fluent English required; additional European languages a plus.
• Willingness to travel across EMEA (up to ~70%).

About
Your growth and well-being:At Align, every smile matters. We’re committed to helping you thrive by supporting the health, growth, and well-being of our team members through a variety of tools and programs. While specific offerings may vary by location and role, Align employees can typically expect:Health and well-being programs to keep you thriving in both body and mind.Employee-exclusive discounts on Invisalign products.Learning opportunities through online learning resources and support for your individual development plans.Inclusive, global workplace that fosters collaboration, recognition and belonging.Country and/or role specific details will be shared with you by your recruiter during the interview process. Discover Align:We are a global community of game-changers and smart team players, united by our belief in the power of a smile. Our dynamic team of exceptional employees is dedicated to transforming the industry and creating extraordinary outcomes every day.Align’s core values of agility, customer, and accountability are more than words to work by, they are words we live by. The actions we take every day speak to who we are as a company and our focus on being truly impactful. We celebrate our differences, and the many ways we support one another— ultimately creating a more inclusive organization and world as we continue transforming smiles and changing lives.We foster a culture where thinking differently and seeking new experiences are not just encouraged but celebrated. With the Align Mindset, we empower each other, ensuring every voice is heard and valued in an inclusive environment that inspires creativity and collaboration.At Align, we believe in the power of a smile, and we know that every smile is as unique as our employees. As we grow, we are committed to building a workforce rich in diverse cultural backgrounds and life experiences, fostering a culture of open-mindedness and compassion. We live our company values by promoting healthy people and healthy communities, all with the intent of changing millions of lives, one unique smile at a time. As part of our commitment to innovation, Align Technology includes exocad and Cubicure, companies that enhance our offerings and extend our impact to industry transformation.Eager to learn how we embrace our global differences and nurture employee well-being? Explore Align's culture here!Want to discover more about exocad and Cubicure? Click on their names for additional information.