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