[Hiring] Senior Account Executive @DentalXChange

Role Description

The Senior Account Executive owns two motions simultaneously: converting inbound leads into new customers and expanding revenue with current customers who raise their hand, grow their business (providers, locations, claim volume), or are routed to sales when Support surfaces an opportunity.

This is a full-cycle sale role. The Senior Account Executive manages their own pipeline, owns their forecast, and is accountable for both new logo attainment and expansion revenue from current customers.

Why does this role matter? This role is vital to increase market share with net new customers and ensure all customers are taking full advantage of our suite of intelligent tools.

What impact will the new hire have in their first 6 months? The impact this hire has the potential to make is significant, as the speed and effectiveness displayed can raise the bar for the rest of the team.

What's the growth trajectory for this position? Effective new hires have the ability to grow and take on larger customers, more complex sales motions, and eventually transition into enterprise level sales or account management roles.

Qualifications

• Associate degree or 2 years of related experience preferred.
• Minimum 2 years of B2B sales experience; SaaS or health-tech background a plus.
• 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.
• 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.
• Organized, accountable, and capable of managing multiple active deals without dropping follow-through.

Requirements

• 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.
• 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.
• Build relationships with dental consultants, DSO administrators, and practice advocates.
• Engage current customers handed to sales because they raised their hand, are growing, or were flagged by Support.
• 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.
• 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.
• 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.
• 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.

Benefits

• Challenging and rewarding career opportunities with room for growth.
• 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!