Director of DSO Sales

Job Title: Director of DSO Sales - Enterprise Department: Sales Reports To: VP of Sales Location: United States (Remote – National Travel Required)

Position Overview

The Director of DSO Sales - Enterprise is a highly strategic, hunter-focused role responsible for breaking into the largest Dental Service Organizations (DSOs) in North America and rapidly expanding AMD's presence across enterprise dental networks.

This role is designed for a proven dental industry sales leader who possesses deep relationships with senior leadership at major DSOs, understands how large dental organizations make purchasing decisions, and knows how to move new clinical innovations from pilot evaluation to national standardization across hundreds of locations.

The successful candidate will be responsible for creating enterprise opportunities where none currently exist, navigating complex buying structures, identifying internal champions, and accelerating the adoption of AMD technologies across large multi-location organizations.

This role is critical to AMD's strategy of becoming a preferred technology partner for the fastest-growing DSOs in the dental industry. As DSOs continue to consolidate the dental market, enterprise relationships will determine which technologies become standard across the next generation of dental practices.

This role will help ensure that AMD becomes a core technology partner to the largest and fastest-growing dental organizations in the industry.

Key Responsibilities

• Identify and pursue opportunities within large enterprise/national DSOs with 200+ locations.
• Build strategic relationships with senior leadership including Chief Dental Officers, Clinical Directors, Procurement executives, Clinical education leaders, DSO founders and executive leadership
• Create opportunities to introduce AMD technologies into enterprise dental networks.

• Actively pursue new enterprise accounts and national partnerships.
• Develop targeted strategies to break into DSOs where AMD currently has limited or no presence.
• Leverage personal relationships, industry credibility, and strategic selling techniques to open doors at the executive level.

• Successfully convert pilot programs into national product standardization agreements.

• Introduce new AMD technologies into enterprise networks and help DSOs adopt innovations that improve clinical efficiency, treatment outcomes, practice productivity, and the patient experience
• Identify early clinical champions who can influence large-scale adoption.

• Build multi-year strategic growth plans for major DSO accounts.
• Structure enterprise pricing programs, volume agreements, and rollout strategies.
• Work with internal leadership to align AMD resources around major opportunities.

• Track competitor positioning within large DSOs.
• Provide AMD leadership with insights that influence product strategy and commercialization.
• Buildout a support team to ensure customer satisfaction and long-term commercial success

Required Qualifications

• 10+ years of sales experience in the dental industry
• Proven track record selling to large DSOs and enterprise dental groups
• Demonstrated success breaking into new enterprise accounts
• Deep personal relationships with DSO clinical and procurement leadership
• Strong understanding of enterprise dental purchasing structures
• Experience managing complex multi-stakeholder sales cycles
• Ability to travel nationally (40–60%)

Preferred Experience

• Experience selling dental technology, capital equipment, and consumables
• Experience securing national DSO standardization agreements
• History of introducing new clinical technologies into large dental organizations
• Established network among Chief Dental Officers and enterprise dental leadership

Success Metrics

Performance in this role will be measured by:

• New enterprise DSO accounts secured
• Total revenue generated from DSO customers
• Number of locations adopting AMD products
• Speed of adoption for new AMD technologies
• Expansion of AMD product categories within enterprise organizations