Enterprise Account Manager

ABOUT PEARL Pearl is the leading AI-powered clinical operations platform for dental service organizations and practices, helping dentists work smarter, improve outcomes, and run more profitable practices by streamlining clinical workflows, enhancing diagnostics, and optimizing operations across hundreds of locations. THE ROLE We're seeking an Enterprise Account Manager to drive revenue expansion and customer success at Pearl. You'll own the commercial relationship and account strategy for dental practice groups with 75–499 locations. Ownership begins once a POC converts to Live, or — for existing customers — when they're pursuing significant expansion. You are a sales leader first — focused on accelerating Live ARR — while building strategic partnerships with enterprise customers. You're detail-oriented and organized, ensuring every customer milestone and business objective is met on time. KEY RESPONSIBILITIES Commercial Ownership & Revenue Growth - Own the commercial and strategic relationship for assigned Enterprise accounts (75–499 locations), serving as primary point of contact for customer leadership - Own revenue targets — expansion ARR and retention — and drive conversion of POC engagements into paid, Live implementations - Drive and quantify expansion opportunities (new locations, use cases, practitioner adoption), building business cases aligned to customer ROI - Manage renewals and secure expansion commitments before contract expiration; close deals within your authority, escalating larger or complex deals to leadership - Maintain accurate forecast and pipeline; proactively identify at-risk relationships and develop retention strategies Business Reviews & Customer Engagement - Own and lead QBRs/EBRs appropriate to account complexity and customer demand - Prepare and present metrics-driven reviews demonstrating ROI, adoption, and readiness for expansion - Use business reviews to uncover expansion opportunities and address concerns before escalation Execution & Cross-Functional Collaboration - Own the customer file — accurate CRM records of commitments, deliverables, and account plans - Manage implementation timelines and success plans; track progress against milestones and escalate risks immediately - Maintain a rolling 12-month account plan with growth targets, success metrics, risk factors, and an execution calendar - Partner with Onboarding & Implementation to accelerate go-live, Product/Engineering to advocate for priority fixes, and Data & Analytics for ROI reporting that validates expansion WHAT YOU'LL NEED TO SUCCEED - 5+ years of enterprise account management or sales experience - Proven ability to expand existing accounts and drive revenue growth - Experience managing customer relationships across multiple locations - Experience driving POC conversions or complex sales cycles to closure - Strong analytical and business acumen; comfort with SaaS metrics and ROI modeling - Excellent communication and stakeholder management skills - Exceptional organizational skills; detail-oriented with strong follow-through - Self-directed; able to manage multiple accounts and prioritize effectively - Healthcare or SaaS experience preferred - Willingness to travel up to 50% (customer visits, strategy sessions, QBRs/EBRs) NICE TO HAVE - Background in multi-location or DSO operations - Experience with healthcare technology or dental software - Consultative selling experience - Experience with Salesforce or similar CRM systems WHAT WE OFFER - Competitive compensation and benefits - Professional development and training opportunities - Flexible, uncapped PTO - Stock options - Remote work environment