Senior Account Executive

DentalXChange

Senior Account Executive responsible for converting leads and expanding revenue at DentalXChange. Focused on inbound sales and managing existing customer success through upselling.

Posted 7/8/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $34 - $36 per hourWebsite

About the role

Key responsibilities & impact

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.
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.
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.
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.

Requirements

What you’ll need

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, not a manager’s request
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, from a solo practitioner to a DSO administrator
Organized, accountable, and capable of managing multiple active deals without dropping follow-through.

Benefits

Comp & perks

Medical, dental, and vision benefits – eligible first of the month after start date
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!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales Cycle ManagementDiscovery CallsProduct DemonstrationsNegotiationUpsellingCross-SellingForecastingPipeline TrackingAccount ManagementCustomer Engagement

Soft Skills

OrganizedAccountableCustomer ServiceRelationship BuildingAdaptability