Strategic Account Executive, Special Markets

As the premier provider of advanced dental education and workforce enablement, Spear Education works extensively with dental service organizations (DSOs) of all sizes. This role is responsible for building trust with DSO executives, deepening their relationship and spend with Spear, and identifying new organizations to grow our footprint in the DSO market.

The Strategic Account Manager is the primary relationship manager for Spear's DSO customers and a driver of new business. You will own a book of DSO partners measured on total organizational spend, responsible for onboarding executive stakeholders, building the relationships that expand existing accounts, and prospecting new customers and opportunities to grow.

Reporting to the Special Markets Sales Director, this role will partner with our Enterprise Customer Success teams, clinical leaders, and Spear executive team to ensure DSO customers are seeing results, increasing engagement among their teams, and ultimately expanding the account.

Success in this role will be measured by the ability to retain and grow current customers, win new business, and build trust and collaborate with team members and executive stakeholders.

Role Snapshot

• Own a book of DSO customers measured on total organizational spend across subscriptions, workshops, and services, with a goal to retain and grow that spend year over year
• Serve as the main point of contact for executive stakeholders within the special markets segment, building deep, trusted relationships through proactive outreach and ownership of the customer journey through onboarding, quarterly reviews, and annual reviews
• Identify new customers and opportunities to grow, prospecting new DSOs and expanding existing partners to reach growth targets
• Analyze customer data and usage to pitch new products, additional features, and higher licensing or membership tiers, expanding spend within existing accounts
• Keep churn to a minimum through proactive engagement with DSO stakeholders
• Effective storyteller who can explain the value of Spear to executive stakeholders, communicate the results of our training, and ultimately expand our revenue and reach with DSOs
• Demonstrate products and services in a one-to-many setting when applicable via virtual setting, such as demos to support account expansion and/or group onboarding
• Guide large-scale and multi-location clients through onboarding, activation, and implementation to ensure early and ongoing product engagement across their teams
• Build and execute customer contracts, negotiating pricing and the terms of each agreement, and establishing accountability measures that ensure customers both maximize the value of their contract and stay within its agreed-upon scope
• Process orders, manage customer rosters, and build learning plans that map Spear's programs to each customer's clinical and business goals
• Effective communication with clients via phone, email, and primarily video (Zoom & Microsoft Teams) with periodic visits to DSO worksites / offices
• Collaborate effectively with internal teams to create the materials needed and communicate DSO needs
• Provide support to the Director, DSO Sales as needed
• Responsible for providing updates and communications to the end-user to support engagement with products
• Monitor and summarize end-user reporting to the Enterprise organization and internally through Spear stakeholders

Qualifications

• Minimum 5+ years of sales experience including virtual setting & occasional in person, with a track record of growing accounts and winning new business
• Must have experience in customizing & delivering impactful client presentations
• Proven ability to build relationships with executive stakeholders
• Experience building, executing, and implementing contracts
• Dental experience is highly desirable
• SaaS experience is highly desirable
• Enterprise and DSO clients are highly desirable

Why Join Spear

• Be part of a collaborative, mission-driven team improving dental practices nationwide.
• Work in a remote environment (Hybrid if in Greater Phoenix, AZ market)
• Contribute to a growing, innovative company at the forefront of dental education.

Compensation is a base salary of $80,000 to $100,000 plus uncapped commission.

Position is open until 9/10/26 or until filled.

Featured benefits

Medical insurance, Vision insurance, Dental insurance, Paid maternity leave, Paid paternity leave, Disability insurance, 401(k)

We are unable to hire employees in the following states: Connecticut, Delaware, Illinois, Massachusetts, Montana, New Hampshire, New York, New Jersey, Oregon, Rhode Island, South Dakota, Vermont, Washington DC, and West Virginia.