Senior Account Executive, DSO

Join Henry Schein One

Shape what's next in dental technology. 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.

The Acquisition Account Executive, DSO role 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.

This position is Remote within the United States with up to 35% travel as needed.

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…