Own and execute the national DSO sales strategy, aligned to Americas Commercial priorities and enterprise growth objectives
Develop and deploy account-based selling strategies tailored to large, multi-location DSOs
Translate market trends, customer insights, and performance data into actionable commercial plans
Establish, develop, and maintain senior-level relationships with DSO decision-makers and influencers
Drive new business acquisition while expanding existing DSO partnerships through contract renewals, portfolio expansion, and upselling
Lead complex, multi-year contract negotiations including pricing, terms, and value-based agreements
Own the DSO sales pipeline, forecasting accuracy, and revenue delivery
Partner with Marketing to develop DSO-specific campaigns, messaging, and lead-generation strategies
Lead, coach, and develop a high-performing DSO sales organization
Identify new DSO segments, emerging customers, and growth opportunities.

Bachelor’s degree in Business, Sales, Marketing, or related field
Extensive experience in sales leadership within healthcare, dental, or medical device industries
Proven success leading enterprise or national account sales organizations
Demonstrated ability to manage complex sales cycles and large-scale contract negotiations
Strong executive presence with the ability to influence senior internal and external stakeholders
Willingness and ability to travel domestically as required (up to 75%)
Must have 5–8+ years of experience managing people leaders (managing managers)
Preferred MBA or advanced business degree
Direct experience selling to Dental Support Organizations (DSOs)
Strong understanding of the U.S. dental market and customer economics
Experience working in highly matrixed, cross-functional organizations.

Sales Director, DSO

Key skills