Head of EU Special Markets Sales (DSO)

Dandy is transforming the massive and antiquated dental industry—an industry worth over $200B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify and modernize every function of the dental practice through technology. As we expand our reach globally, Dandy is building the operating system for dental offices around the world—empowering clinicians and their teams with technology, innovation, and world‑class support to achieve more for their practices, their people, and their patients.

As the Head of EU Special Markets Sales, you will build and lead an exciting new motion aimed at bringing our world‑class dental lab solution to large dental practices (DSOs) across Europe. You will play an outsized role in Dandy’s international expansion and create enormous enterprise value to the business. In this role, you will own the GTM strategy for this motion and be responsible for winning business and building enduring relationships anchored in real value for clients.

The Head of EU Special Markets Sales is responsible for top‑down relationship building and selling, and will lead a team of DSO Account Executives and BDRs who will sell into clients bottoms‑up and top‑down. This leader will partner cross‑functionally with our Post Sales teams (Customer Onboarding/Training, Account Management), Marketing, Data, and Technology, to deliver strong value to customers and continue to iterate on solutions that best serve this exciting new segment. This role reports into the Head of Global Enterprise Sales.

Responsibilities

• Develop a deep understanding of large dental groups to identify their unique needs and challenges, effectively demonstrating how Dandy can enhance operational efficiency, improve patient care, and drive revenue growth.
• Build and execute a comprehensive GTM strategy for Dandy’s European DSO expansion.
• Prospect and engage with enterprise groups, driving interest and pipeline for new business opportunities.
• Build, manage, and inspire a high‑performing DSO Sales team, including DSO Account Executives and BDRs, to deliver against ambitious revenue and growth targets.
• Create and refine the DSO EU sales playbook, including strategies for top‑down selling, multi‑location contracting, and deal negotiation for enterprise groups.
• Develop and execute strategic account growth plans that address the unique needs of enterprise clients, navigating complex organizations and building relationships across C‑suite executives, regional managers, and practice operators.
• Serve as the primary driver of DSO deal negotiations, balancing client needs with Dandy’s business objectives to secure enduring, high‑value partnerships.
• Collaborate with Post Sales teams to ensure smooth onboarding, effective training, and successful handoffs that drive long‑term client success.

Requirements

• 10+ years sales experience with at least 5+ years of DSO sales experience; must use a consultative selling approach and be comfortable navigating through multiple layers of an organization (C‑suite, regional managers, individual practice owners).
• 2+ years prior management experience required.
• You have a firm understanding of macro business fundamentals as well as the constraints, challenges and joys of running small businesses. Your skillset allows you to quickly switch between discussing ROI with the COO and discussing staffing challenges with a dental practice clinician.
• Must be comfortable traveling across the EU – frequent travel to prospect meetings is expected.
• Must be truly customer‑centric – Dandy is here to improve how dental practice organizations work with their lab partners and we are constantly innovating new ways to better serve our customers.
• Must possess excellent written/verbal communication and presentation skills.
• Experience in the dental industry as well as experience with high‑velocity selling is a plus.

For full‑time positions, Dandy offers a wide range of best‑in‑class, comprehensive, and inclusive benefits tailored to each country where we operate. Our local benefits packages typically include healthcare, dental, mental health support, parental planning resources, retirement savings options, and generous paid time off—ensuring our team members are supported no matter where they live and work.

Dandy is proud to be an equal‑opportunity employer. We are committed to building a diverse and inclusive culture that celebrates authenticity to win as one. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, citizenship or immigration status, or any other legally protected characteristics.

Dandy also fully complies with the Americans with Disabilities Act (ADA). We are dedicated to embracing challenges and creating an accessible, inclusive workplace for all individuals. If you require any accommodations for your interview or have any questions beforehand, rest assured that we will do everything we can to meet your needs.