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