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 Account Management Lead to build and lead Pearl's Enterprise Account Management function from the ground up. You're a sales leader first and organizational builder — focused on accelerating Live ARR across your portfolio and your team's accounts — while creating a scalable function that becomes the backbone of enterprise customer success at Pearl. You'll bring a proven playbook and vision for how to scale account management across our growing DSO customer base. You'll own the commercial relationship for 3–5 strategic dental practice groups (75–499+ locations) while establishing best practices, building systems and processes, and developing a team of 3–5 Account Managers that oversees both mid-market (20–74 locations) and enterprise (75+ locations).
Key Responsibilities
Team Leadership
Build the Account Management function from the ground up — define role clarity, hiring profiles, compensation philosophy, and team structure
Establish account management processes, playbooks, methodologies, and templates that scale across the team; define how we approach QBRs, account planning, expansion strategy, and customer engagement
Hire, onboard, and develop a high-performing team of 3–5 Account Managers; set expectations, manage performance, and coach toward excellence
Create and own team KPIs (revenue, retention, expansion, forecast accuracy, pipeline discipline); establish accountability standards and report up through the Go To Market Organization
Commercial Ownership & Revenue Growth
Own accounts from the point of a net-new customer's full estate commitment or an existing customer's expansion, and take responsibility for identifying growth opportunities, account health, and product adoption.
Own 3–5 assigned Enterprise accounts as primary contact for customer leadership; own individual expansion ARR and retention targets
Own the team's collective revenue performance and forecast; support Account Managers with complex closures and escalations
Drive POC conversion, quantify expansion opportunities, manage renewals, and maintain accurate pipeline and 12-month account plans
Proactively identify at-risk relationships and develop retention strategies
Customer Engagement & Execution
Lead QBRs/EBRs for assigned accounts; prepare metrics-driven reviews demonstrating ROI and readiness for expansion
Build account growth plans with clear milestones, success metrics, and risk identification
Guide team through QBR preparation and execution; facilitate strategic planning sessions with key accounts
Manage implementation timelines and success plans; coordinate with Onboarding, Product, and Analytics on customer priorities
Function & Cross-Functional Leadership
Design and implement Account Management function strategy, operating model, and tooling — bring your proven approach and recommend improvements to CRM, forecasting, pipeline discipline, and customer communication cadence
Partner with Enterprise Sales, Solutions Consulting, and Operations to align on account strategy, go-to-market approach, and team structure
Define how Account Management operates with Product, Engineering, Onboarding, and Analytics; establish escalation protocols and cross-functional workflows that scale
Lead forecasting, pipeline reviews, quarterly business planning, and executive reporting; set the standard for team CRM discipline and customer file accuracy
What You'll Need to Succeed
7+ years in enterprise account management, sales, or revenue growth, including 3+ years building or scaling a SaaS Account Management function — or establishing the playbook for one in a high-growth environment
Proven track record of expanding existing accounts and driving revenue growth at scale, including POC conversions and complex sales-cycle closures, within large, multi-location customer relationships
Demonstrated ability to build and articulate a repeatable account management playbook, backed by strong SaaS metrics/ROI modeling acumen and stakeholder management across C-suite and cross-functional teams
Track record of mentoring and developing sales professionals as a self-directed leader who manages multiple accounts, direct reports, and competing priorities with strong organizational discipline and follow-through
Demonstrated AI curiosity and a builder's mindset — quick to adopt AI/LLM tools and automation to eliminate manual workflows and create scalable systems, rather than waiting for the perfect process to be handed to you
Healthcare or SaaS experience preferred; willingness to travel up to 40%
Nice to Have
Experience building Account Management functions or departments at 0→1 or high-growth companies
Multi-location or DSO operations background
Healthcare technology or dental software experience
Consultative selling and HubSpot CRM experience
Startup or high-growth company experience
Remote or geographically dispersed team management experience
What We Offer
Competitive compensation and benefits
Professional development and training opportunities
Flexible, uncapped PTO
Stock options
Remote work environment