Manager, Enterprise Growth
Lead and develop a team of Enterprise Account Managers to drive growth for DSO partners through product line expansion, practice penetration, and churn prevention. Own the end-to-end growth funnel, cadences, coaching, and RevOps partnerships to make revenue predictable while building playbooks and using data-driven testing.
About the job
Responsibilities
- Lead, coach, and develop a team of Enterprise Account Managers driving growth across strategic DSO partners.
- Set clear performance expectations and monitor funnel KPIs (calls, pickups, meetings, close rate) with ongoing feedback and coaching.
- Build a high-performance, quota-driven culture focused on accountability and continuous testing.
- Partner with leadership on hiring, onboarding, and training; identify and develop top selling talent.
- Own the AM growth funnel end to end, from target selection through first and second order placed.
- Partner with RevOps to define funnel stages, instrumentation, and reporting, including clear “declined/lost” reason capture.
- Identify the highest-leverage bottleneck in the funnel and design and run tests to improve it.
- Maximize the percentage of AM time spent selling by removing operational friction from their workflow.
- Establish weekly cadences that make AM output and revenue predictable and forecastable.
- Operationalize the whitespace and account penetration model for the AM team, partnering with RevOps on rollout.
- Enforce Salesforce discipline so funnel stage, activity, and outcome data is complete and trustworthy.
- Drive continuous process improvement to increase AM efficiency and speed to activation.
- Own team and account-level reporting against the three DSO growth levers: PL expansion, practice penetration, and churn.
- Translate funnel data into a small number of prioritized, testable hypotheses each cycle.
- Report progress, risks, and resourcing needs to leadership on a regular cadence.
- Define what makes an AM the best possible seller, and build the playbooks, training, and tooling to replicate it across the team.
- Partner with AMs on account strategy for the highest-value DSO opportunities.
- Build programs that increase products sold per practice and speed to first activation.
- Partner with RevOps on funnel design, whitespace model rollout, and reporting.
- Align the enterprise growth motion with the broader DSO strategy.
- Aggregate AM and customer feedback and route it to product and marketing.
Qualifications
- Bachelor’s degree in Economics, Marketing, Psychology or a related field.
- 5+ years of experience in sales, account management, or revenue operations, with at least 2 years in a leadership or player-coach capacity.
- Experience in the dental industry, healthcare technology, or with DSOs is a plus.
- Proven ability to lead and develop a high-performing, quota-carrying team.
- Comfort building and interrogating a sales funnel, identifying bottlenecks, and designing tests to resolve them.
- Excellent verbal and written communication skills.
- Strong ability to build rapport and trust with stakeholders, including at the DSO executive level.
- Strategic thinker with a proactive, structured, and test-driven approach.
- Comfortable using Salesforce and reporting/BI tools to build and monitor funnel dashboards.
- Highly organized with the ability to manage competing priorities.
- Collaborative leader who thrives in cross-functional environments.
What We Offer
- Competitive salary and benefits package.
- Opportunity to work with a dynamic and innovative team in a rapidly growing industry.
- Professional development and growth opportunities.
- A collaborative and supportive work environment.
- The chance to make a significant impact on Dandy’s enterprise growth and DSO strategy.
Skills
Salesforce, Sales Funnel Management, Account Management, Revenue Operations, Sales Leadership, BI Tools, Sales Coaching, Quota Management, Data Analysis, Process Improvement, Stakeholder Management, Playbook Development, Cross-Functional Collaboration, Forecasting, CRM
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