Dso Business Development Jobs (NOW HIRING)

The DSO segment is the fastest-growing channel in dentistry. Spear is building the definitive workforce training and development platform for that world — and we need a proven dealmaker with deep DSO relationships to make us the default choice for every growing group practice.
If you're the kind of sales leader who sees white space as opportunity—and wants the autonomy to build a channel that matters—this role was made for you.
Spear Education is the leading provider of clinical education, practice management solutions, and learning management systems for dental professionals. As DSOs and group practices become an increasingly dominant force in U.S. dentistry, we are building a dedicated enterprise sales function to capture that growth. This is a net-new, senior individual-contributor role with significant upside — and a direct path to building and leading a team as the channel scales.
You will own the end-to-end DSO sales motion: prospecting, pipeline development, multi-stakeholder selling across DSO corporate offices, negotiating enterprise agreements, and partnering internally with Customer Success to drive long-term retention and expansion. You will be the primary face of Spear to the DSO community.
What You'll Own

• Build and own a robust DSO pipeline from the ground up — targeting regional and national groups across all growth stages, from emerging multi-site practices to large enterprise DSOs (100+ locations)
• Develop and execute a territory strategy to position Spear as the default workforce training and development partner for growing DSOs
• Navigate complex, multi-stakeholder sales cycles — engaging DSO executives (CEO, COO, Chief Clinical Officer, VP of Operations, Chief People Officer) as well as dental directors and practice-level influencers
• Negotiate and close enterprise subscription agreements, including enterprise LMS licenses, clinical curriculum packages, onsite education events, and practice consulting services
• Represent Spear at key DSO industry events to build brand presence and pipeline
• Collaborate with Marketing to develop DSO-specific positioning, case studies, and collateral that speak to enterprise workforce development ROI
• Partner with Customer Success to ensure seamless onboarding and drive expansion revenue within existing DSO accounts
• Provide market intelligence to product and leadership teams on DSO buying patterns, competitor activity, and emerging workforce training needs
• Accurately forecast pipeline and revenue using Spear's CRM, and consistently meet or exceed quarterly and annual targets

What You Bring - Required

• 5+ years of dental industry sales experience, with a demonstrated track record of closing enterprise or national accounts
• Established, active network of DSO executives, clinical officers, and operations leaders — you can open doors on day one
• Proven experience selling into the DSO or Special Markets channel, either from a dental manufacturer, distributor, SaaS/EdTech platform, or DSO-focused services company
• Deep understanding of DSO organizational structure, buying processes, and the business priorities driving growth in the channel
• Hunter mentality — highly self-directed, comfortable building a territory and pipeline from scratch without a playbook
• Skilled in multi-stakeholder enterprise sales, including executive-level engagement and negotiation
• Ability to travel nationally for customer meetings, conferences, and events

What Sets You Apart - Preferred

• Experience selling SaaS, LMS, continuing education, or workforce development solutions to healthcare or dental organizations
• Previous roles with titles such as: National Accounts Director, Special Markets Director, DSO Sales Director, or Strategic Accounts Manager in dental
• Existing relationships with ADSO member organizations, PE-backed DSO groups, or large regional group practices
• Familiarity with enterprise LMS platforms, clinical credentialing workflows, or dental staff onboarding processes
• Background in clinical dentistry (DA, RDH, or related credential) as a foundation for credibility with clinical stakeholders
• Experience building a new vertical or channel from scratch at a previous company

Compensation and Benefits Competitive base salary ($140k-160k DOE) plus uncapped incentive compensation plus benefits include medical, dental, vision, 401(k) with match, flexible PTO, and access to Spear's full education curriculum. Specific compensation details will be shared during the interview process. Candidates in the Greater Phoenix area are consider hybrid (in office Tuesdays/Thursday). Those located outside of this area are considered remote. This position will be open until 4/30/2026 or until filled. Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.