Senior Director, Enterprise Sales

About The Role

As the Senior Director of Enterprise Sales at Dandy you will build and lead an exciting new motion aimed at bringing our world-class dental lab solution to large dental practices (DSOs) and enterprise clients. In this role, you will own the GTM strategy for this motion and be responsible for winning business and building enduring relationships anchored in real value for clients. The Senior Director of Enterprise Sales is responsible for top-down relationship building and selling, and will lead a team of Managers, Account Executives and BDRs who will sell into clients top down and bottom up. This leader will partner cross-functionally with our Post Sales teams (Customer Onboarding/Training, Account Management), Marketing, Product, RevOps, Data, and Technology, to deliver strong value to customers and continue to iterate on solutions that best serve this exciting new segment. This role reports into the Head of Global DSO.

Responsibilities

• Develop a deep understanding of enterprise dental groups to identify their unique needs and challenges, effectively demonstrating how Dandy can enhance operational efficiency, improve patient care, and drive revenue growth

• Build and execute a comprehensive GTM strategy for Dandy’s Enterprise Sales segment, targeting DSOs, DPOs and large dental practices

• Prospect and engage with enterprise groups, driving interest and pipeline for new business opportunities

• Build, manage, and inspire a high-performing Enterprise Sales team, including Enterprise Account Executives and BDRs, to deliver against ambitious revenue and growth targets.

• Create and refine the enterprise sales playbook, including strategies for top-down selling, multi-location contracting, and deal negotiation for enterprise groups

• Develop and execute strategic account growth plans that address the unique needs of enterprise clients, navigating complex organizations and building relationships across C-suite executives, regional managers, and practice operators

• Serve as the primary driver of enterprise deal negotiations, balancing client needs with Dandy’s business objectives to secure enduring, high-value partnerships

• Collaborate with Post Sales teams to ensure smooth onboarding, effective training, and successful handoffs that drive long-term client success

Requirements

• 10+ years sales experience with at least 5+ years of enterprise sales experience; must use a consultative selling approach and be comfortable navigating through multiple layers of an organization (C-suite, regional managers, individual practice owners)

• 1-2+ years prior management experience required

• You have a firm understanding of macro business fundamentals as well as the constraints, challenges and joys of running small businesses. Your skillset allows you to quickly switch between discussing ROI with the COO and discussing staffing challenges with a dental practice clinician

• Must be comfortable traveling across the US – frequent travel to prospect meetings is expected

• Must be truly customer-centric – Dandy is here to improve how dental practice organizations work with their lab partners and we are constantly innovating new ways to better serve our customers

• Must possess excellent written/verbal communication and presentation skills

• Experience in the dental industry as well as experience with high velocity selling is a plus