VP Of Enterprise Sales

Enterprise Sales Leader –

The Enterprise Sales Leader is responsible for driving revenue growth, strategic account penetration, and long-term customer partnerships with distribution partners, large dental organizations, Dental Service Organizations (DSOs), academic institutions, and integrated healthcare systems. In addition, ownership of the e-commerce/digital sales strategy will also be a responsibility of this position. This role leads enterprise sales strategy, manages senior sales leadership, and partners cross-functionally to deliver scalable, high-value solutions across equipment, consumables, digital dentistry, and services.

Key Responsibilities

Strategic Leadership

- Define and execute the enterprise sales strategy aligned with corporate growth objectives.

- Lead national and regional enterprise sales teams, including Directors, RBM, and Key Account Executives.

- Build a performance-driven culture focused on accountability, customer outcomes, and sustainable growth.

Enterprise & DSO Account Management

- Own executive-level relationships with large DSOs, multi-site practices, academic dental programs, and integrated delivery networks.

- Negotiate and close complex, multi-year, multi-product enterprise agreements.

- Develop value-based selling approaches integrating clinical outcomes, workflow efficiency, digital adoption, and ROI.

Revenue Growth & Forecasting

- Deliver enterprise revenue targets, pipeline growth, and margin objectives.

- Implement disciplined forecasting, deal governance, and pipeline management.

- Identify whitespace opportunities and expansion strategies within existing enterprise accounts.

Cross-Functional Collaboration

- Partner with Marketing, Product Management, Digital Solutions, Finance, and Customer Success.

- Provide voice-of-customer input into product roadmaps and pricing strategy.

- Ensure seamless sales-to-implementation handoffs.

Talent Development

- Recruit, develop, and retain top enterprise sales talent.

- Coach leaders on consultative selling and executive-level negotiation.

- Establish succession planning and leadership development programs.

Market & Industry Leadership

- Monitor industry trends including consolidation, digital dentistry, and AI-enabled workflows.

- Represent the company at industry events and executive forums.

- Serve as a trusted advisor to customers and internal stakeholders.

Qualifications

Required

- 12+ years of progressive sales leadership experience in dental, medical device, or healthcare technology.

- Proven success leading enterprise or national sales organizations.

- Experience selling complex capital, consumable, and digital solutions into DSOs.

- Track record of closing large, multi-year enterprise agreements.

- Strong financial acumen and forecasting discipline.

Preferred

- Experience with digital dentistry solutions (CAD/CAM, imaging, software, AI).

- MBA or advanced business degree.

- Experience in matrixed or publicly traded organizations.

Key Competencies

- Enterprise strategy development

- Complex deal negotiation

- Executive relationship management

- Change leadership

- Data-driven decision making

- Talent development

Success Metrics

- Enterprise revenue growth and account expansion

- DSO and key account retention

- Pipeline health and forecast accuracy

- Leadership bench strength

- Customer satisfaction and long-term partnership value