VP of Sales, Strategic Accounts

The Vice President, Sales leads the strategy, execution, and performance of strategic account sales to drive profitable growth, market share expansion, and long term customer relationships. This role sets multi-year sales direction, leads a sales team accountable for revenue, margin, and customer experience outcomes, and partners cross-functionally to deliver integrated, differentiated solutions that align with enterprise and business objectives.

Essential Functions

• Sales Strategy and Revenue Growth
• Define short and long term sales strategies that protect, expand, and diversify strategic account relationships across a portfolio of products and services, and establish multi-year growth plans that drive revenue growth, margin expansion, and market share gains
• Partner with Sales Operations and Revenue Operations to establish governance and ensure the effective use of sales systems and CRM
• Provide leadership for the organization’s most critical customer relationships, including oversight of complex negotiations and high value deals to align customer needs with product and service strategies
• Set clear sales targets and quotas aligned with sales incentive frameworks, enterprise goals, market opportunity, and growth priorities
• Operational Excellence
• Partner across the sales organization to establish clear governance and accountability for forecasting, pipeline management, pricing oversight, win/loss analysis, and performance measurement, ensuring transparency and consistent execution against defined KPIs and scorecards
• Establish and enforce sales rigor through standardized processes, disciplined data management, and effective use of sales systems to enable accuracy, scalability, and informed decision making
• Oversee analysis of sales performance, product mix, margins, and market trends to proactively mitigate risk and identify growth opportunities; use insights to inform product development priorities, service enhancements, and go to market strategies
• Ensure sales activities operate within approved budgets by maintaining disciplined deal and pricing governance that balances competitiveness, profitability, and long term customer value
• Foster a culture of continuous improvement, accountability, and results orientation through clear expectations and reinforcement of disciplined sales execution
• Cross Functional Collaboration and Leadership
• Partner with cross functional leaders (e.g., Marketing, Finance, Supply Chain, Field Sales) to align sales strategy, customer experience, and operational execution with enterprise and business unit objectives
• Influence enterprise priorities and resource allocation to support strategic account growth, scalability, and customer success
• Represent the sales function as a senior leader and trusted business partner, both internally and externally
• Build organizational capacity by strengthening team capabilities, enabling effective use of skills, supporting recruiting and onboarding, and improving processes, tools, or workflows to enhance performance and achieve organizational objectives
• Comply with Company and department policies and standards; performs other duties as assigned

People Management

• Accountable for team staffing and managing direct reports to include development, performance management, goal setting, and other managerial duties
• Ensures direct reports are aware of and follow ethical business practices and Company’s Code of Conduct to maintain a supportive and productive working environment.

Minimum Requirements

• Bachelor's Degree in Sales, Business, Economics, Finance, or a related field, or equivalent education and/or experience
• 15 years of progressive business to business sales experience, including responsibility for major or strategic accounts
• 8 years of leadership or people management experience
• Experience working with Dental Support Organizations (DSOs)

Preferred Requirements

• Master of Business Administration (MBA)

Skills and Abilities

• Demonstrated relationship building skills, with the ability to identify, influence, and grow strategic accounts
• Strong business acumen and financial judgment, including revenue forecasting, pricing, margin management, and P&L impact
• Proven ability to develop and execute sales strategy, translating market insights into actionable growth plans
• Exceptional written and verbal communication skills, including the ability to present to and influence executive level stakeholders and external stakeholders
• Strong decision making and prioritization skills; ability to solve complex business and customer challenges
• Customer centric mindset with a focus on long term value creation and customer experience
• Advanced leadership, mentoring, and talent development capabilities, with the ability to lead through influence

Physical and Cognitive Demands

• Communicate/Hearing Frequently
• Communicate/Talking Frequently
• Learn New Tasks or Concepts Frequently
• Make Timely Decisions in the Context of a Workflow Frequently
• Complete Tasks Independently Constantly
• Maintain Focus Constantly
• Remember Processes & Procedures Constantly
• Stationary Position (Seated) Constantly
• Vision Constantly
• Hand/Eye Coordination Occasionally
• Bend Rarely
• Complete Tasks in a Noisy Environment Rarely
• Feeling/Grasping/Handling Rarely
• Move/Traverse Rarely
• Repetitive Motions Rarely

Working Environment

• Hazards Occasionally

Environmental Conditions

• Office: This position primarily operates in a professional office environment in which team members occupy desks in assigned areas or at meeting/collaboration spaces within the building. The building's primary work areas consist of desks, chairs, computers, and other office equipment and devices for professional services.
• Remote: This position primarily completes work from a remote setting, most commonly, a home office. This may be referenced as flexible workplace.

Travel Requirements

• This position requires travel to client sites, industry events, and internal meetings, up to 50%, based on business needs

The potential compensation range for this role is below. The final offer amount would be based on various factors such as candidate location (geographical labor market), experience, and skills. $200,900.00 - $251,100.00