US Sales Director, DSO Channel

About the Position

We're seeking a US Sales Director, DSO Channel to lead sales strategy and drive growth for Dentsply Sirona's Dental Support Organization (DSO) customer segment across the United States. This role is pivotal in shaping the national DSO sales strategy, ensuring revenue growth, and fostering long-term strategic partnerships with large and mid-sized DSOs.

Responsibilities

• DSO Sales Strategy & Leadership

  • Own and execute the national DSO sales strategy, aligned with Americas Commercial priorities and enterprise growth objectives.
  • Develop and deploy account-based selling strategies tailored to large, multi-location DSOs.
  • Translate market trends, customer insights, and performance data into actionable commercial plans.
  • Provide executive-level visibility into DSO performance, risks, and opportunities.

• Key Account & Business Development Management

  • Establish, develop, and maintain senior-level relationships with DSO decision-makers and influencers.
  • Drive new business acquisition while expanding existing DSO partnerships through contract renewals, portfolio expansion, and upselling.
  • Lead complex, multi-year contract negotiations including pricing, terms, and value-based agreements.
  • Ensure consistent execution of customer-specific strategies across the sales organization.

• Sales Execution, Forecasting & Performance Management

  • Own the DSO sales pipeline, forecasting accuracy, and revenue delivery.
  • Define and monitor KPIs, dashboards, and performance metrics to ensure disciplined execution.
  • Ensure strong CRM adoption, data integrity, and pipeline hygiene across the team.
  • Adjust strategies dynamically to address performance gaps or market changes.

• Cross-Functional Partnership (NAM)

  • Partner with Marketing to develop DSO-specific campaigns, messaging, and lead-generation strategies.
  • Collaborate with Product, Operations, Finance, and Legal to align offerings, pricing, and contract structures.
  • Ensure seamless handoffs and execution across internal teams to deliver a consistent customer experience.

• Team Leadership & Talent Development

  • Lead, coach, and develop a high-performing DSO sales organization.
  • Set clear objectives, performance expectations, and accountability standards.
  • Conduct regular performance reviews and support individual development plans.
  • Attract, develop, and retain top sales talent to build a scalable and sustainable organization.

• Market Expansion & Strategic Growth

  • Identify new DSO segments, emerging customers, and growth opportunities.
  • Support strategic partnership discussions and inorganic growth initiatives as applicable.
  • Ensure the DSO strategy evolves with industry trends, consolidation, and customer needs.

Requirements

Required

• Bachelor’s degree in Business, Sales, Marketing, or related field.
• Extensive experience in sales leadership within healthcare, dental, or medical device industries.
• Proven success leading enterprise or national account sales organizations.
• Demonstrated ability to manage complex sales cycles and large-scale contract negotiations.
• Strong executive presence with the ability to influence senior internal and external stakeholders.
• Willingness and ability to travel domestically as required (up to 75%).
• Must have 5–8+ years of experience managing people leaders (managing managers).

Preferred

• MBA or advanced business degree.
• Direct experience selling to Dental Support Organizations (DSOs).
• Strong understanding of the U.S. dental market and customer economics.
• Experience working in highly matrixed, cross-functional organizations.

We Offer

• Competitive base salary and target annual incentive between $215,000 - $275,000.
• Participation in our Long Term Incentive program.
• Opportunity to work with a market leader in the dental industry.
• Comprehensive professional development opportunities.

About the Company

Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world-class brands. Dentsply Sirona’s products provide innovative, high-quality, and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY.

Dentsply Sirona is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status.