On-site
SaaS
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About this role
Shape what’s next in dental technology
Join Henry Schein One!
Join a global leader redefining dental practice management and do work that actually matters. At Henry Schein One, we are a team of care catalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everything we do. Your ideas fuel innovation that enhances patient care and drives real results for practices.
We don’t just talk about impact; we build it! Backed by a trusted reputation, our leaders foster an inclusive and supportive environment where we stay solely focused on our mission, empowering you to think boldly, collaborate creatively, and grow.
We have high expectations for performance and delivering results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your wins celebrated.
The Sr. Account Executive Dental SaaS Net New Business position is responsible for identifying, establishing, and closing new business opportunities while fostering growth within existing accounts. The primary focus is on generating new revenue streams, driving product adoption, and expanding the customer base through strategic sales efforts.
The role involves developing and executing account acquisition strategies, nurturing relationships with key stakeholders, and aligning Henry Schein One’s solutions to meet customer needs and business outcomes. Sr.
Enterprise Account Executives are experts in multiple technical software solutions (across the Henry Schein One portfolio of products) and manage multifaceted buying cycles with Henry Schein One customers and/or prospects in the dental market.
They understand key practice/DSO outcomes, identify gaps in practice software and technology, and deploy methodical and consultative sales approach to drive substantial incremental revenue for Henry Schein One. This may include consulting on growth and acquisition strategies
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Outbound-Heavy
Self-sourced pipeline via cold outreach
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Greenfield
Build territory from scratch — net-new logos
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Inherit existing accounts
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Henry Schein One, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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