Account Executive - Mid-market

Pearly is at an inflection point that represents a compelling opportunity for a hungry, high-integrity sales professional: the chance to join a company with proven product-market fit and accelerate what's already working. With 2,500+ dental offices across DSOs, groups, and private practices already on the platform the product works and the market has validated it. We've built a repeatable sales motion and are now scaling that motion with the right people. You'll own the full sales cycle across a market that is ready to be modernized, working alongside a team that can show you what's working and give you the foundation to go execute against it. There is still plenty of building ahead (new segments, new products, and a GTM org that is growing fast) but you'll be joining a winning motion. In 12 months, you'll have closed deals across multiple practice types, built a strong pipeline, and established yourself as a core contributor to Pearly's next phase of growth. If you're energized by hunting and closing in a market with real momentum and you want to sell something that genuinely improves the way dental practices run their business, this is your opportunity. What You’ll Own Full-Cycle Sales Own the complete sales motion: outbound prospecting, discovery, product demos, pilot management, contract negotiation, and close. Build and manage a pipeline across dental groups and private practices with the credibility to speak to a solo dentist and a VP of Operations in the same week. Run structured pilots (proof of concepts) with clear success criteria and guide prospects from evaluation through signed agreement. Pipeline Creation Generate your own pipeline through outbound prospecting: cold calling, LinkedIn outreach, conference networking, and creative targeting strategies. Partner with Marketing and SDR team on campaign execution, messaging tests, and coordinated outbound sequences. Identify patterns in what works — segments, personas, objections, use cases — and share them back to sharpen how we go to market. Forecasting & Pipeline Management Maintain accurate opportunity tracking and forecasting in HubSpot, and report on performance weekly, monthly, and quarterly with clarity and accountability. Develop a strong command of your pipeline health and communicate it proactively. Market & Customer Intelligence Bring back what you hear in the field: product feedback, competitive positioning, objections, and customer stories. Share learnings with Product, Marketing, and Customer Success to improve how we position, build, and retain. What You Bring 3+ years of Vertical B2B SaaS or payments sales experience with a consistent track record of hitting quota and building pipeline from outbound Consultative / value selling approach from first touch through close including demos, pilots, multi-stakeholder navigation, and contract negotiation Demonstrated ability to consistently achieve quota through proactive creative problem solving and continued refinement that benefited others on the team. Strong outbound instincts: comfortable picking up the phone, building relationships, and finding creative ways into accounts Excellent written and verbal communication. You can tailor your message to a practice owner, an office manager, or a DSO executive, and you iterate your approach based on what resonates High accountability and autonomy: you own your number, proactively manage your pipeline, and don't need to be managed to your activity Dental industry experience a plus $130-170k On Target Earnings (uncapped) Based in Atlanta, GA or Santa Barbara, CA. Remote ok with travel into Atlanta and Santa Barbara periodically. Benefits Competitive salary, equity, and healthcare benefits Meeting-light culture Work with an A+ smart and passionate team Flexible vacation/time-off policy Opportunity to make your mark at an accelerating company with great product-market fit