Senior Account Executive - DentalXChange

Senior Sales Executive Position Summary

The Senior Account Executive owns two motions simultaneously: converting inbound leads into new customers and expanding revenue with current customers who raise their hand, grow their business (providers, locations, claim volume), or are routed to sales when Support surfaces an opportunity. On the acquisition side, this means responding to inbound interest fast, running a consultative discovery process, and carrying deals from first contact through a signed agreement. On the expansion side, it means understanding what each practice has today, identifying where DentalXChange products and services can solve real problems, and executing cross-selling and upselling conversations with the same rigor applied to net-new business.

This is a full-cycle sale role. The Senior Account Executive manages their own pipeline, owns their forecast, and is accountable for both new logo attainment and expansion revenue from current customers.

What You'll Be Doing As Our Senior Sales Executive

Inbound Lead Management and New Business Acquisition

• Respond to inbound leads within a defined SLA window; prioritize speed without sacrificing personalization.
• Conduct structured discovery calls to understand each practice’s workflows, pain points, and goals before presenting a solution.
• Tailor product demonstrations to the specific operational context of each prospect, not a generic deck run.
• Manage all active opportunities in Salesforce with accurate stage, close date, and next step documentation.
• Own the full sales cycle from first contact through contract execution, working with internal stakeholders as needed to remove blockers.
• Build relationships with dental consultants, DSO administrators, and practice advocates who can surface and influence buying decisions.

Cross-Sell and Upsell with Current Customers

• Engage current customers handed to sales because they raised their hand, are growing, or were flagged by Support as a sales opportunity.
• Identify cross-sell and upsell opportunities based on practice size, claim volume, and gaps in their current DXC product footprint.
• Execute expansion conversations with the same preparation and follow-through applied to new business, not as an afterthought.
• Coordinate with Client Success on accounts that need support before an expansion motion makes sense.
• Track and report on expansion revenue alongside new logo metrics as part of regular forecasting.

Pipeline Management and Forecasting

• Maintain an accurate, up-to-date pipeline always; CRM hygiene is not optional.
• Participate in weekly pipeline reviews with clear visibility into deal stage, risk, and expected close.
• Submit weekly and monthly forecasts with confidence levels and supporting rationale.
• Flag deal risks early rather than holding them until close week.

Other Essential Job Duties and Responsibilities

• Consistently meet company and department policies and expectations including those surrounding attendance.
• Comply with all federal, state, accreditation, and institutional policies and procedures.
• Maintain confidentiality standards and expectations.
• Exhibit exceptional internal and external customer service with all individuals.
• Observe security responsibilities and practices.
• Live DentalXChange’s company values: Actively Care, Try Hard, Be Humble, and Feedback is a Gift.
• Other duties as assigned.

What You'll Bring To The Team As Our Senior Sales Executive

• Associate degree or 2 years of related experience preferred.
• Minimum 2 years of B2B sales experience; SaaS or health-tech background a plus.
• Experience managing a full sales cycle, including discovery, demonstration, negotiation, and close.
• Comfortable managing a mixed motion: inbound acquisition alongside cross-sell and upsell to current customers.
• Proficient in CRM tools (Salesforce preferred); treats pipeline hygiene as a professional standard.
• Proficient in all MS Office applications and use of the internet.
• Strong verbal and written communication; able to adapt tone and depth to different audiences.
• Organized, accountable, and capable of managing multiple active deals without dropping follow-through.

What We Offer

• Challenging and rewarding career opportunities with room for growth
• Medical, dental, and vision benefits
• Unlimited PTO
• Paid time off for sick, jury duty, bereavement
• 10 company paid holidays
• 401k with company match
• Health Advocate
• Healthcare and dependent care flexible spending accounts
• Friendly co-workers and a positive culture