Founding Sales Manager, Emerging Enterprise

About the Role

We're hiring a Sales Manager to lead our Emerging Enterprise (EEnt) team — the reps responsible for winning multi-location dental groups and emerging DSOs in the 4–9 location range. Reporting to the Head of Emerging Enterprise, you'll lead a team of experienced, quota-carrying Account Executives running complex, multi-stakeholder sales cycles.

This is the newest team inside Dandy's fastest-growing business segment, which means the playbook isn't fully baked yet. You'll have real latitude to create, build, and develop: the processes, the enablement, and most importantly the talent. If you want a seat where your fingerprints are on how a team operates rather than inheriting someone else's system, this is it.

What You'll Do

• Own the strategy, structure, and quota performance of the EEnt team, including territory design, account prioritization, and outbound motion into multi-location groups

• Sell alongside, coach, and develop a team of senior Account Executives — and build the ramp, career path, and performance bar that scales beyond your first cohort

• Build the team playbook from the ground up: discovery frameworks for multi-location decision committees, business-case and ROI models, mutual action plans, pilot-to-rollout expansion paths, and competitive positioning against national labs and chairside milling

• Coach to deal strategy, not just activity: pipeline reviews, deal inspection, forecast accuracy, and multi-threading discipline

• Lead by example: engage directly in your team's most strategic opportunities, running exec-level conversations and helping navigate to close

• Partner cross-functionally with Marketing, Enterprise Onboarding/CS, Clinical, and Lab Operations to land accounts that scan, order, and expand across every location

• Use Salesforce and the broader sales stack to drive rigorous pipeline hygiene, forecasting, and performance visibility

• Work with the Head of Emerging Enterprise and senior sales leadership on KPIs, capacity planning, and revenue targets

What We're Looking For

• 5+ years of sales experience in a high-growth environment, with at least 3 years managing teams of 7+ individual reps (SaaS or B2B experience highly preferred)

• Track record of success carrying and exceeding quota personally before moving into management through exceptional performance

• Demonstrated experience selling into or managing teams that sell to multi-location, multi-stakeholder accounts with longer, more consultative sales cycles

• Experience building enablement and process from scratch — playbooks, deal frameworks, training programs, career ladders

• Strong commercial instincts: comfortable with pricing conversations, contract structure, and building the business case for a group-wide decision

• Data-driven approach to forecasting, pipeline management, and rep performance

• Desire to punch through ambiguity and ramp quickly with limited resources

• Overall track record of professional and academic success

• With the above stated, we are open to candidates of all backgrounds and encourage you to apply if interested!

Bonus Points For

• Experience selling into DSOs, dental groups, healthcare, or other multi-site provider organizations

• Experience standing up a new team or scaling one through a transition from transactional selling to a more strategic, enterprise motion

• Experience with marketplace models

• Part of a startup acquisition or IPO

• Outstanding professional references to share

• Relentlessly positive attitude, strong sense of humor, and the ability to have fun at work