Manager, Enterprise Growth at Dandy

About Dandy

Dandy is at the forefront of revolutionizing the dental industry, a sector valued at over $400B. Supported by top-tier venture capital firms, Dandy is dedicated to simplifying and modernizing every aspect of dental practice through cutting edge technology. As Dandy expands its global footprint, we are building the definitive operating system for dental offices worldwide. Our mission is to empower clinicians and their teams with technology, innovation, and unparalleled support, enabling them to achieve more for their practices, their people, and their patients.

Position Summary

Dandy is actively seeking a highly motivated and strategic Manager, Enterprise Growth to lead our Enterprise Account Management team. This team is crucial for supporting Dandy's largest Dental Service Organization (DSO) partners. This role is responsible for driving growth across DSO accounts by expanding product lines, increasing practice penetration within each DSO, and proactively preventing churn. The Manager will be instrumental in building, testing, and scaling the entire growth funnel, establishing effective cadences, and providing coaching to ensure predictable Account Manager (AM) output. Close collaboration with RevOps will be essential to operationalize the whitespace model across the team.

Responsibilities

Team Leadership & Development

• Lead, coach, and develop a team of Enterprise Account Managers focused on driving growth with strategic DSO partners.
• Set clear performance expectations and continuously monitor key performance indicators (KPIs) for the funnel, including calls, pickups, meetings, and close rates, with ongoing feedback and coaching.
• Cultivate a high-performance, quota-driven culture emphasizing accountability and continuous testing.
• Collaborate with leadership on hiring, onboarding, and training initiatives; identify and nurture top selling talent.

Funnel & Revenue Operations

• Take full ownership of the AM growth funnel, from initial target selection through first and second order placements.
• Partner with RevOps to define clear funnel stages, implement instrumentation, and develop comprehensive reporting, including accurate capture of “declined/lost” reasons.
• Identify the most impactful bottleneck within the funnel and design and execute tests to improve it.
• Optimize AM time spent selling by eliminating operational friction from their workflow.

Operational Excellence & Process

• Establish weekly cadences that ensure predictable and forecastable AM output and revenue.
• Operationalize the whitespace and account penetration model for the AM team, working with RevOps on successful rollout.
• Enforce Salesforce discipline to guarantee that funnel stage, activity, and outcome data are complete and reliable.
• Drive continuous process improvement to enhance AM efficiency and accelerate speed to activation.

Data Analysis & Reporting

• Own team and account level reporting against the three primary DSO growth levers: product line expansion, practice penetration, and churn reduction.
• Translate funnel data into a prioritized, testable set of hypotheses for each cycle.
• Regularly report progress, potential risks, and resource requirements to leadership.

Growth Strategy

• Define the attributes of an optimal AM seller and develop the necessary playbooks, training, and tooling to replicate this excellence across the team.
• Collaborate with AMs on strategic account planning for the most valuable DSO opportunities.
• Develop and implement programs designed to increase products sold per practice and expedite first activation.

Cross-Functional Collaboration

• Partner closely with RevOps on funnel design, whitespace model rollout, and comprehensive reporting.
• Ensure the enterprise growth strategy is fully aligned with Dandy's broader DSO strategy, which is foundational to the company’s revenue goals for 2027.
• Collect and synthesize AM and customer feedback, routing it effectively to product and marketing teams.

What you’ll do

• Lead and manage a team of Enterprise Account Managers responsible for growth across DSO partners.
• Build, test, and refine the funnel that drives product line expansion, practice penetration, and churn prevention.
• Structure weekly cadences that ensure predictable and easily forecastable AM revenue.
• Utilize data to pinpoint the most significant bottleneck in the funnel and strategically allocate resources to address it.
• Cultivate strong relationships with key DSO stakeholders and actively participate in strategic accounts.
• Partner with RevOps to instrument and operationalize the whitespace model.
• Coach team members on essential selling skills, prioritization strategies, and effective account strategy.
• Ensure disciplined Salesforce workflows to accurately track funnel performance.
• Capture and elevate actionable feedback from AMs and customers.

Qualifications

Education

Bachelor’s degree in Economics, Marketing, Psychology, or a related field.

Experience

5+ years of experience in sales, account management, or revenue operations, with at least 2 years in a leadership or player-coach capacity. Experience in the dental industry, healthcare technology, or with DSOs is a significant advantage.

Leadership Skills

Demonstrated ability to lead and develop a high-performing, quota-carrying team.

Analytical Skills

Proficiency in building and dissecting a sales funnel, identifying bottlenecks, and designing tests to resolve them.

Communication Skills

Exceptional verbal and written communication abilities.

Interpersonal Skills

Strong capability to build rapport and trust with various stakeholders, including DSO executive leadership.

Problem-Solving

A strategic thinker with a proactive, structured, and test-driven approach to challenges.

Technical Aptitude

Comfortable utilizing Salesforce and various reporting/Business Intelligence (BI) tools to construct and monitor funnel dashboards.

Organizational Skills

Highly organized with the capacity to effectively manage multiple competing priorities.

Team Player

A collaborative leader who thrives in cross-functional environments.

What We Offer

• Competitive salary and a comprehensive benefits package.
• The opportunity to work with a dynamic and innovative team within a rapidly expanding industry.
• Excellent professional development and growth opportunities.
• A collaborative and supportive work environment.
• The chance to make a significant impact on Dandy’s enterprise growth and overall DSO strategy.

Benefits & Compensation

On Target Earnings (OTE) of $186K, which includes commission. Actual compensation for roles will be determined by factors such as the candidate's location, skills, qualifications, and experience. Please note that the compensation listed for U.S.-based roles applies exclusively to candidates working within the United States. Candidates situated outside the U.S. will receive regionally adjusted compensation.

For full-time positions, Dandy provides a wide array of best-in-class, comprehensive, and inclusive benefits, tailored to each country in which we operate. Our local benefits packages typically encompass healthcare, dental, mental health support, parental planning resources, retirement savings options, and generous paid time off - ensuring our team members are well supported regardless of where they live and work.

Dandy is an equal-opportunity employer, committed to fostering a diverse and inclusive culture that celebrates authenticity. We do not discriminate based on race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, veteran status, citizenship or immigration status, or any other legally protected characteristics. Dandy fully complies with the Americans with Disabilities Act (ADA) and is dedicated to creating an accessible, inclusive workplace for all. If you require accommodations for your interview or have questions, we are committed to meeting your needs. Visit Dandy Careers for more information.

Data Privacy Notice: By submitting your application, you consent to Dandy collecting, storing, and processing your personal information for recruitment purposes in accordance with our Privacy Policy and GDPR regulations. You retain the right to access, rectify, or request the deletion of your data at any time by contacting Privacy Requests.