Founding Sales Manager, Emerging Enterprise

. Own the strategy, structure, and quota performance of the Emerging Enterprise team .

Posted 9/25/2026full-timeNew York City • New York • United StatesMid-LevelSenior💰 $250,000 - $280,000 per yearWebsite

Key responsibilities & impact

Own the strategy, structure, and quota performance of the Emerging Enterprise team
Design territories, prioritize accounts, and develop outbound motions into multi-location groups
Sell alongside, coach, and develop senior Account Executives
Build ramp plans, career paths, and performance standards
Create team playbooks covering discovery frameworks, business-case and ROI models, mutual action plans, pilot-to-rollout expansion paths, and competitive positioning
Coach deal strategy through pipeline reviews, deal inspection, forecast accuracy, and multi-threading discipline
Engage directly in strategic opportunities, lead executive-level conversations, and help navigate deals to close
Partner with Marketing, Enterprise Onboarding/Customer Success, Clinical, and Lab Operations to land, expand, and support accounts
Use Salesforce and the broader sales stack for pipeline hygiene, forecasting, and performance visibility
Work with the Head of Emerging Enterprise and senior sales leadership on KPIs, capacity planning, and revenue targets
Lead a team responsible for winning multi-location dental groups and emerging DSOs with 4–9 locations

What you’ll need

5+ years of sales experience in a high-growth environment
At least 3 years managing teams of 7+ individual representatives
SaaS or B2B experience highly preferred
Track record of personally carrying and exceeding quota before moving into management
Experience selling to or managing teams selling to multi-location, multi-stakeholder accounts with longer, consultative sales cycles
Experience building enablement and processes from scratch, including playbooks, deal frameworks, training programs, and career ladders
Comfortable with pricing conversations, contract structure, and building business cases for group-wide decisions
Data-driven approach to forecasting, pipeline management, and representative performance
Ability to work through ambiguity and ramp quickly with limited resources
Overall record of professional and academic success
Experience selling into DSOs, dental groups, healthcare, or other multi-site provider organizations is a bonus
Experience establishing a new team or scaling one through a transition to a strategic enterprise motion is a bonus
Marketplace model experience is a bonus
Startup acquisition or IPO experience is a bonus
Outstanding professional references are a bonus
Authorization to work lawfully in the United States
Must answer whether United States work-authorization sponsorship or employer support will be required

Comp & perks