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