SMB Account Executive

About the role

You qualify and close client leads through in-depth discovery calls, identifying and calling dentists' offices to drive new client acquisition for a growing sales team. You work closely with senior sales leadership to meet high-level KPIs and revenue targets while becoming a student of the dental industry and an expert on the Dandy value proposition. You track sales activity using Salesforce and strive to exceed sales goals, contributing to the direction of the team and supporting continuous improvement through rigorous training. You own the end-to-end lifecycle of client acquisition by converting interest into measurable pipeline and booked business. You act as the primary point of contact for dentists' offices, shaping their perception of Dandy through consistent, consultative conversations. You translate complex product capabilities into clear, outcome-driven narratives that resonate with specific dental practice contexts. You are accountable for forecasting, pipeline management, and the accurate reporting that keeps leadership confident in growth trajectory.

Key facts

What you'll do

• Qualify and close client leads by conducting discovery calls that clarify needs, map decision makers, and surface risks to convert opportunities into booked business.
• Identify and call dentists' offices to build a responsive pipeline, using outreach sequences and follow-up to secure meetings and advance opportunities through the sales cycle.
• Partner with senior sales leadership to interpret high-level KPIs and revenue targets, translating them into concrete actions and ownership within your book of business.
• Track all sales activity in Salesforce with disciplined data hygiene, ensuring accurate forecasting, transparent reporting, and steady progress toward exceeding sales goals.
• Study the dental industry in depth and master the Dandy value proposition so you can articulate differentiation, answer competitive questions, and align solutions to client contexts.
• Collaborate seamlessly with senior sales leadership and cross-functional partners to close the loop on opportunities, share feedback from the field, and refine playbooks based on performance signals.
• Perform risk assessments on prospects and pipeline quality, surfacing blockers early and adjusting approaches to reduce churn risk and improve win rates.
• Drive continuous improvement by learning new sales concepts through structured trainings, testing new techniques, and iterating based on outcomes and feedback.
• Conduct proactive research on target dental practices to build contextualized outreach sequences that highlight relevant use cases and outcomes.
• Diagnose prospect pain points deeply, aligning Dandy's solutions to operational, financial, and clinical priorities uncovered in discovery.
• Challenge assumptions during calls to validate budget, authority, and timeline, ensuring opportunities meet defined qualification criteria before advancing.
• Document competitive intelligence and feedback from the field, enabling product and sales teams to refine messaging and positioning over time.
• Own key performance indicators such as meetings booked, pipeline coverage, and conversion rates, maintaining transparency with leadership.
• Adapt your selling style to diverse buyer personas within dental practices, from owner-operators to support staff influencing purchase decisions.
• Leverage sales technology to automate follow-ups, reminders, and status updates, keeping engagement consistent and professional.

Requirements

• Bilingual in French and English in both written and spoken communication.
• Possess 3 or more years of sales experience with at least 1 year in a full sales cycle closing role.
• Have experience in a high-growth startup environment where resources are limited and adaptability is required.
• Demonstrate a commitment to continuous improvement and a desire to learn new sales concepts via rigorous trainings.
• Show the ability to punch through ambiguity and ramp up quickly with limited resources while maintaining execution standards.
• Be highly skilled in Salesforce or a comparable CRM for tracking opportunities, activities, and forecasts.
• Maintain an overall track record of professional and academic success that demonstrates reliability and sound judgment.
• Consistently adhere to defined sales methodologies and processes to ensure predictability and scalability in pipeline generation.

Nice to have

• Outstanding professional references available for verification.
• Prior experience with marketplace models and related multi-sided customer dynamics.
• A love of blitz growth environments where pace, experimentation, and rapid iteration are常态.
• A relentlessly positive attitude, a strong sense of humor, and the ability to have fun at work while sustaining high performance.

Practical notes

• You will work in a hybrid workplace based in Canada
• Toronto ON, balancing office and remote days in line with team norms.
• No visa or sponsorship information is provided; candidates must confirm their eligibility under current immigration rules.
• No salary or compensation bands are stated; compensation details will be confirmed through the official apply page.
• No specific degree requirements are listed, though professional experience and demonstrated success are expected.
• No travel requirements are specified; occasional travel may be needed based on team and client needs.