The Role
Leads Align Technology’s European DSO strategy, revenue growth, enterprise partnerships, strategic account expansion, and digital transformation initiatives. Develops executive relationships with dental service organizations, negotiates complex multinational agreements, drives Invisalign and iTero adoption, and builds scalable account governance and practice-growth programs. The role leads cross-functional and matrixed teams across Europe, influences senior stakeholders, supports talent development, and oversees business planning, forecasting, customer engagement, and market expansion. Extensive travel exceeding 70% is required.
Summary Generated by Built In
Join a team that is transforming smiles and changing lives.
At Align Technology, we believe a great smile can transform a person's life. As we continue to expand and strengthen our relationships with Dental Service Organizations (DSOs) across Europe, we are seeking a highly experienced commercial leader to drive strategic growth, customer engagement, and business transformation within this important channel.
The DSO Director, Europe is responsible for defining and executing Align Technology's core Europe DSO (Dental Service Organization) strategy, accelerating growth across regional and multinational DSO customers, and establishing Align as the strategic partner of choice for Europe's most influential dental groups.
The role acts as the senior commercial leader for the DSO segment, driving enterprise partnerships, strategic account expansion, digital transformation initiatives, Invisalign adoption, iTero utilization, and practice growth programs across large group practices. The Director leads a matrixed organization and partners closely with Country BDMs, General Managers, Marketing, Clinical, Practice Development, Finance, and Operations teams to deliver sustainable growth and customer value.
The ideal candidate is living in Italy, Spain or UK
Role expectations
Enterprise account Leadership
- Define and execute the DSO channel strategy across Europe in alignment with regional and global business priorities.
- Own and drive revenue growth, profitability, and market expansion within designated DSO and strategic group accounts.
- Lead annual business planning, forecasting, latest estimates, and strategic account planning activities.
- Act as the senior commercial voice of the DSO segment, influencing priorities, investments, and go-to-market initiatives.
- Identify and evaluate new growth opportunities, business models, partnerships, and channel expansion initiatives.
- Lead negotiation and renewal of strategic commercial agreements.
- Builds scalable account management frameworks and governance processes.
DSO & Strategic Account Development
- Build and maintain executive-level relationships with key DSO stakeholders and decision-makers across Europe.
- Develop and implement customer-specific growth plans focused on adoption, utilization, digitalization, and long-term partnership development.
- Lead negotiations of strategic commercial agreements in collaboration with Legal, Finance, and Commercial Operations.
- Drive business reviews, growth initiatives, and account governance processes with major DSO customers.
- Ensure effective execution of customer strategies through close collaboration with local commercial teams.
Channel Development & Practice Growth
- Drive increased utilization of Invisalign, iTero, and the Align Digital Platform across key European DSO accounts.
- Develop scalable programs that support practice development, workflow optimization, customer education, and digital transformation.
- Partner with Marketing and Clinical teams to strengthen customer engagement and accelerate growth initiatives.
- Monitor industry trends, competitive activity, consolidation and emerging DSO business models to continuously refine channel strategy and value propositions.
Cross-Functional Leadership
- Partner closely with Commercial (BDMs and GMs), Marketing, Clinical Education, Customer Success, Finance, Operations, Digital, and Analytics teams to deliver business objectives.
- Ensure alignment between strategic priorities and operational execution.
- Lead complex projects involving multiple stakeholders across geographies and functions.
- Influence priorities across a highly matrixed environment.
Organizational Leadership
- Provide leadership, coaching, and strategic direction to DSO team members, BDMs and cross-functional partners.
- Contribute to talent development, succession planning, and capability building within the DSO organization.
- Foster a culture of collaboration, innovation, accountability, and continuous improvement.
What we're looking for
- Bachelor’s degree in business, Marketing, Healthcare, or a related field.
- 10+ years of commercial leadership experience.
- Proven experience managing large strategic or enterprise accounts.
- Experience leading large complex customer relationships and executive stakeholder engagement.
- Experience negotiating complex, multi-country commercial agreements.
- Demonstrated success driving growth in healthcare, medical device, dental, technology, or healthcare services sectors.
- Demonstrated ability to influence senior stakeholders across diverse functions and geographies.
- Excellent analytical, negotiation, presentation, and communication skills.
- Ability and willingness to travel extensively across Europe and other regions as required, with travel expected to exceed 70% of working time to support customer engagement, business development activities, executive stakeholder management, strategic account reviews, industry events, and team leadership initiatives
- Fluent in English, any other languages are considered a plus
Preferred Qualifications
- MBA or advanced business degree
- Experience within healthcare, medical devices, dental, orthodontics, or technology sectors.
- Direct DSO or group practice experience.
- Experience managing regional or international business portfolios and strategic partnerships.
- Additional European languages.
Additional Information
La fascia retributiva indicata per questo ruolo riflette il minimo e il massimo che prevediamo di offrire al momento della pubblicazione dell’annuncio. La retribuzione finale sarà determinata in base a fattori quali esperienza, competenze, esigenze aziendali e allineamento con livelli retributivi equivalenti.
Qualora previsto, i dipendenti potrebbero accedere anche a un bonus annuale, a piani di incentivazione di lungo periodo e ad altri benefit; maggiori dettagli sono disponibili tramite il nostro team Talent Acquisition.
L’azienda è regolata dal Contratto Collettivo Nazionale di Lavoro (CCNL) Commercio – Confcommercio.
Qualora previsto, i dipendenti potrebbero accedere anche a un bonus annuale, a piani di incentivazione di lungo periodo e ad altri benefit; maggiori dettagli sono disponibili tramite il nostro team Talent Acquisition.
L’azienda è regolata dal Contratto Collettivo Nazionale di Lavoro (CCNL) Commercio – Confcommercio.
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.
Skills Required
- Bachelor’s degree in business, Marketing, Healthcare, or a related field
- 10+ years of commercial leadership experience
- Experience managing large strategic or enterprise accounts
- Experience leading complex customer relationships and executive stakeholder engagement
- Experience negotiating complex, multi-country commercial agreements
- Success driving growth in healthcare, medical device, dental, technology, or healthcare services sectors
- Ability to influence senior stakeholders across diverse functions and geographies
- Excellent analytical, negotiation, presentation, and communication skills
- Ability and willingness to travel extensively, exceeding 70% of working time
- Fluent English
- MBA or advanced business degree
- Experience in healthcare, medical devices, dental, orthodontics, or technology
- Direct DSO or group practice experience
- Experience managing regional or international business portfolios and strategic partnerships
- Additional European languages
Align Technology Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Align Technology and has not been reviewed or approved by Align Technology.
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Healthcare Strength — Health coverage includes medical, dental, vision, life, and both short‑ and long‑term disability, along with AD&D and wellness resources. Select locations add region‑specific programs such as medical coverage and Multisport, reinforcing breadth.
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Strong & Reliable Incentives — A corporate bonus plan outlines performance‑based rewards and eligibility, and compensation is described as competitive in commercial roles. Incentive structures in sales are portrayed as offering strong on‑target earnings potential.
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Retirement Support — Retirement programs feature a 401(k) plan with company contribution mechanisms, profit sharing, and a defined contribution pension plan. These elements emphasize long‑term financial security alongside salary and bonus.
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The Company
What We Do
Twenty years ago, we pioneered the world's first clear aligners. Since then, we have continuously innovated with new products and technologies that are revolutionizing treatments for doctors and their patients. Invisalign clear aligners and the iTero Intraoral scanner help dental professionals achieve the clinical results they expect and deliver effective, advanced dental options to their patients. Helping change millions of lives, one smile at a time. Discover your straight path to a bright future at Align. As a part of our smart, diverse and fast-moving global team, you'll make an impact for the market leader that's moving an industry forward. Want to find out what’s next for us—and for you?
