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Senior Sales Executive Position Summary
The Senior Account Executive owns two motions simultaneously: converting inbound leads into new customers and expanding revenue with current customers who raise their hand, grow their business (providers, locations, claim volume), or are routed to sales when Support surfaces an opportunity. On the acquisition side, this means responding to inbound interest fast, running a consultative discovery process, and carrying deals from first contact through a signed agreement. On the expansion side, it means understanding what each practice has today, identifying where DentalXChange products and services can solve real problems, and executing cross-selling and upselling conversations with the same rigor applied to net-new business.
This is a full-cycle sale role. The Senior Account Executive manages their own pipeline, owns their forecast, and is accountable for both new logo attainment and expansion revenue from current customers.
Why does this role matter?
This role, like all frontline sales positions at DXC, is vital to not only increase our market share with net new customers, but to also ensure all customers are taking full advantage of our suite of intelligent tools to both maximize the success of their practice or practices, but also to ensure revenue growth and stickiness for DXC in order for us to meet our monthly, quarterly, and yearly revenue and growth goals.
What impact will the new hire have in their first 6 months?
The impact this hire has the potential to make in their first 6 months is very large. The time from when a new sales associate starts to when they can effectively communicate the value proposition and manage a pipeline resulting in consistent wins is typically a long one. The faster this new hire can get up to speed and proficient in navigating their sales conversations with confidence, the faster they can contribute to the overall sales number. Additionally, the speed and effectiveness that they display has the potential to raise the bar for the rest of the team and show what is possible when we approach our role with a new perspective and optimistic vigor. A rising tide lifts all boats after all.
What's the growth trajectory for this position?
This position may be an entry level position within the DXC sales organization but should not be viewed as entry level for sales work in general. Effective new hires have the ability to grow and take on larger customers, more complex sales motions, and eventually transition into enterprise level sales or account management roles. The expectation is that a new sales associate must be in seat and carrying a quota for 12 months before being eligible for promotion to the next level or to transition to another role or department.
What You'll Be Doing As Our Senior Sales Executive
Inbound Lead Management and New Business Acquisition
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.
Cross-Sell and Upsell with Current Customers
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.
Pipeline Management and 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.
Other Essential Job Duties and Responsibilities
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.
What You'll Bring To The Team As Our Senior Sales Executive
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.
Pay range is $33.64 to $36.06 per hour + sales commission.
What We Offer
Challenging and rewarding career opportunities with room for growth as we grow!
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!
EDI Health Group dba DentalXChange understands the importance of privacy and takes seriously the need to protect job applicants’ personal information. Applicants should be aware that we collect and use personal information in accordance with the California Consumer Privacy Act (CCPA). For more details on how we handle your information and your rights under the CCPA, please visit ourPrivacy Policy.
DentalXChange is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all associates. The more inclusive we are, the better our work will be.