大型企业客户经理
Large Enterprise Account Executive
Dandy 正在改变规模庞大且陈旧的牙科行业——一个价值超过 4000 亿美元的行业。我们获得了一些全球领先的风投公司的支持，正致力于通过技术简化并现代化牙科诊所的每一个功能。随着我们全球业务的扩展，Dandy 正在打造全球牙科诊所的操作系统——通过技术、创新和世界级的支持，赋能临床医生及其团队，为他们的诊所、员工和患者创造更多价值。
职位简介
随着我们优化市场进入策略，我们已将销售方法分为 SMB、企业、大型企业和战略渠道。我们的大型企业客户经理（AE）将负责构建、执行并扩大我们在大型企业和战略渠道的努力，重点是美国的大型集团诊所和 DSO（牙科服务组织），数量从 50 到 100 家门店不等。大型企业 AE 将针对跨高管和区域管理的决策者进行复杂的高管销售，以赢得主协议、试点项目和大规模部署。大型企业 AE 将拥有一个小组提供直接支持，包括一名内部 AE、一名销售发展代表（BDR）和一个专门的售后团队。
这是一个核心市场进入渠道的创始角色，该渠道正在推动牙科历史上增长最快的產品。
你将负责的工作
- 通过发现通话筛选客户线索
- 识别并进入大型多地区 DSO
- 识别 DSO 组合中的潜在牙医办公室，以刺激新客户的获取
- 作为关键成员，为不断壮大的销售团队的发展方向做出贡献
- 与内部 AE 密切合作，通过混合方法赢得大型企业客户（大型企业 AE 自上而下推进，内部 AE 自下而上推进）
- 精确跟踪你的销售活动，使用 Salesforce 并努力超越销售目标
- 作为核心利益相关者，参与定义 Dandy 的大型企业及战略销售流程
- 持续把自己视为牙科行业的学习者，并成为该细分领域 Dandy 价值主张的专家
- 与高级销售领导无缝协作，达成高层 KPI 和收入目标
我们寻找的人选
- 在高增长初创公司环境中拥有 5 年以上销售经验（SaaS 工作经验尤为优先）
- 在成交交易方面有丰富经验（为企业客户成交是加分项），包括直接向 C 层决策者销售
查看英文原文
Dandy is transforming the massive and antiquated dental industry—an industry worth over $400B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify and modernize every function of the dental practice through technology. As we expand our reach globally, Dandy is building the operating system for dental offices around the world—empowering clinicians and their teams with technology, innovation, and world-class support to achieve more for their practices, their people, and their patients.
About the Role
As we optimize our go-to-market strategy, we have segmented our sales approach into SMB, enterprise, large enterprise, and strategic channels. Our Large Enterprise Account Executive (AE) will build, execute, and scale our efforts in our large enterprise and strategic channels, with a focus on large group practices and DSOs in the United States (ranging from 50 -100 locations). The Large Enterprise AE will focus on a complex, executive sale to stakeholders across executive and regional management to win master agreements, pilots, and large rollouts. The Large Enterprise AE will have a pod for direct support including an Inside AE, a BDR, and a dedicated post-sales team.
This is a founding role scaling a core GTM channel for the fastest growing product in dental history.
What You'll Do
- Qualify client leads through discovery calls
- Identify and break into large multi-region DSOs
- Identify and call prospective dentists' offices within the DSO portfolio, to stimulate new client acquisition
- Serve as a key player and contributor to the direction of this growing sales team
- Partner closely with an Inside AE to win Large Enterprise accounts via a hybrid approach (Large Enterprise AE to work top-down, Inside AE to work bottoms-up)
- Meticulously track your sales activity using Salesforce and strive to exceed sales goals
- Serve as a core stakeholder in defining the large enterprise and strategic sales processes for Dandy
- Continuously think of yourself as a student of the dental industry and an expert on developing the Dandy value proposition for this segment
- Work seamlessly with senior sales leadership to meet high-level KPIs and revenue targets
What We're Looking For
- 5+ years of sales experience in a high-growth startup environment (SaaS work is highly preferred)
- Deep experience closing deals (enterprise clients are a big plus) including selling directly to C-Suite stakeholders
- Commitment to continuous improvement and desire to learn new sales concepts via rigorous trainings
- Ability to navigate through ambiguity and ramp up quickly with limited resources
- Highly skilled and organized in Salesforce or related CRM
- Overall track record of professional success
Bonus Points For
- Outstanding professional references to share
- Experience with marketplace models
- Relentlessly positive attitude, strong sense of humor, and the ability to have fun at work
Req ID: J-568
For full-time positions, Dandy offers a wide range of best-in-class, comprehensive, and inclusive benefits tailored to each country where we operate. Our local benefits packages typically include healthcare, dental, mental health support, parental planning resources, retirement savings options, and generous paid time off—ensuring our team members are supported no matter where they live and work.
Dandy is proud to be an equal-opportunity employer. We are committed to building a diverse and inclusive culture that celebrates authenticity to win as one. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, citizenship or immigration status, or any other legally protected characteristics.
Dandy also fully complies with the Americans with Disabilities Act (ADA). We are dedicated to embracing challenges and creating an accessible, inclusive workplace for all individuals. If you require any accommodations for your interview or have any questions beforehand, rest assured that we will do everything we can to meet your needs. Visit Dandy Careers for more!
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