Note: The job is a remote job and is open to candidates in USA. DentalXChange is a company that focuses on enhancing dental practices through intelligent tools. They are seeking a Senior Account Executive who will manage inbound leads and current customer relationships to drive revenue growth through both new acquisitions and expansion of existing accounts.
Responsibilities
- Respond to inbound leads within a defined SLA window; prioritize speed without sacrificing personalization
- Conduct structured discovery calls to understand each practice’s workflows, pain points, and goals before presenting a solution
- Tailor product demonstrations to the specific operational context of each prospect, not a generic deck run
- Manage all active opportunities in Salesforce with accurate stage, close date, and next step documentation
- Own the full sales cycle from first contact through contract execution, working with internal stakeholders as needed to remove blockers
- Build relationships with dental consultants, DSO administrators, and practice advocates who can surface and influence buying decisions
- Engage current customers handed to sales because they raised their hand, are growing or were flagged by Support as a sales opportunity
- Identify cross-sell and upsell opportunities based on practice size, claim volume, and gaps in their current DXC product footprint
- Execute expansion conversations with the same preparation and follow-through applied to new business, not as an afterthought
- Coordinate with Client Success on accounts that need support before an expansion motion makes sense
- Track and report on expansion revenue alongside new logo metrics as part of regular forecasting
- Maintain an accurate, up-to-date pipeline always; CRM hygiene is not optional
- Participate in weekly pipeline reviews with clear visibility into deal stage, risk, and expected close
- Submit weekly and monthly forecasts with confidence levels and supporting rationale
- Flag deal risks early rather than holding them until close week
- Consistently meet company and department policies and expectations including those surrounding attendance
- Comply with all federal, state, accreditation and institutional policies and procedures
- Maintain confidentiality standards and expectations
- Exhibit exceptional internal and external customer service with all individuals
- Observe security responsibilities and practices
- Live DentalXChange’s company values: Actively Care, Try Hard, Be Humble, and Feedback is a Gift
- Other duties as assigned
Skills
- Minimum 2 years of B2B sales experience
- Experience managing a full sales cycle, including discovery, demonstration, negotiation, and close
- Comfortable managing a mixed motion: inbound acquisition alongside cross-sell and upsell to current customers
- Proficient in CRM tools (Salesforce preferred); treats pipeline hygiene as a professional standard, not a manager's request
- Proficient in all MS Office applications and use of the internet
- Strong verbal and written communication; able to adapt tone and depth to different audiences, from a solo practitioner to a DSO administrator
- Organized, accountable, and capable of managing multiple active deals without dropping follow-through
- Associate degree or 2 years of related experience preferred
- SaaS or health-tech background a plus
Benefits
- Medical, dental, and vision benefits – eligible first of the month after start date
- Unlimited PTO
- Paid time off for sick, jury duty, bereavement
- 10 company paid holidays
- 401k with company match
- Health Advocate
- Healthcare and dependent care flexible spending accounts
- Friendly co-workers and a positive culture!
Company Overview