Director, SAAS Sales

Essential Duties & Responsibilities

• Own and execute the North American SaaS sales strategy for DEXIS Cloud, AI-powered solutions, imaging workflow software, and recurring subscription services.
• Lead, coach, and develop a team of SaaS Account Executives, establishing clear expectations, performance standards, succession plans, and a culture of accountability and customer-centric selling.
• Carry executive accountability for achievement of revenue, Annual Recurring Revenue (ARR), Monthly Recurring Revenue (MRR), new-logo acquisition, expansion, software attachment, and subscription growth targets.
• Design and scale the SaaS sales operating model, including territory and account segmentation, coverage strategy, pipeline governance, opportunity management, forecast cadence, sales stages, and performance inspection.
• Build a predictable, data-driven revenue engine by monitoring pipeline coverage, conversion, win rates, sales cycle, average contract value, customer acquisition effectiveness, expansion, and retention-related indicators.
• Develop executive-level relationships with key customers, dental service organizations (DSOs), specialty practices, multi-site groups, strategic partners, and enterprise accounts to advance complex opportunities and long-term growth.
• Partner with Marketing to shape demand-generation priorities, target-account strategies, value propositions, campaigns, and market-entry plans that improve qualified pipeline and software adoption.
• Partner with Product Management and Customer Success to translate customer and market insights into roadmap priorities, adoption strategies, lifecycle programs, expansion opportunities, and improved customer value.
• Partner with Finance and Commercial Operations on annual planning, quota design, incentive measures, revenue forecasting, resource allocation, and business performance reviews.
• Serve as the senior commercial voice for SaaS, providing leadership with clear insights on market dynamics, competitive positioning, customer needs, risks, and growth opportunities.
• Lead cross-functional initiatives that improve the end-to-end customer journey from demand generation and sales through implementation, adoption, renewal, and expansion.
• Build scalable playbooks, enablement, messaging, and sales methodologies that strengthen consultative and value-based selling across the SaaS team and broader commercial organization.
• Evaluate organizational capability and future resource requirements as the business scales, while maintaining an effective and efficient team structure.
• Represent DEXIS at customer meetings, industry events, executive reviews, and strategic business forums.
• Travel up to 25% as business needs require.

Minimum Requirements

• Bachelor's degree in Business, Marketing, Technology, or related field; equivalent experience considered.
• 7+ years of quota-carrying SaaS, cloud software, or subscription sales experience with a demonstrated track record of achieving or exceeding revenue targets.
• 5+ years of sales leadership experience managing and developing high-performing sales teams.
• Experience leading inside sales, SaaS, cloud software, subscription, or enterprise software sales organizations.
• Strong understanding of recurring revenue business models and SaaS performance metrics, including ARR, MRR, pipeline coverage, and retention.
• Experience using CRM platforms such as Salesforce, Microsoft Dynamics, or similar sales management tools.
• Demonstrated ability to develop sales strategies, manage forecasting, and drive pipeline growth.
• Excellent communication, coaching, negotiation, and presentation skills.
• Strong analytical, business planning, and performance management capabilities.
• Fluent English required.

Preferred Requirements

• Experience selling healthcare technology, dental software, medical software, or cloud-based workflow solutions.
• Experience commercializing a new SaaS product or transitioning a business from perpetual or hardware-led revenue to subscription-based growth.
• Experience selling to DSOs, enterprise dental groups, specialty practices, multi-site healthcare organizations, or healthcare networks.
• Knowledge of customer lifecycle management, product-led adoption, subscription expansion, renewals, and SaaS customer success models.
• Experience supporting geographically dispersed North American sales teams and customers.
• MBA or other relevant advanced degree.