Regional Field Sales Manager

Company: Oryx Dental Software
Department: Sales
Position Type: Full-Time | Field-Based
Location: Assigned Region / Territory
Direct Reports: 8 Field Sales Representatives

About Oryx Dental Software

At Oryx Dental Software, we're transforming the way dental practices operate.

Built by dentists, for dentistry, Oryx is a modern, cloud-based, AI-powered dental practice management platform designed to simplify operations, elevate patient care, and help practices grow.

From clinical workflows and imaging to patient communication, billing, payments, and AI-powered automation, Oryx brings the entire practice together in one connected platform.

We're growing quickly, challenging legacy technology, and building a sales organization that is helping shape the future of dentistry.

About the Role

As a Regional Field Sales Manager at Oryx Dental Software, you will play a critical role in expanding our presence across your assigned region.

You'll lead, develop, and inspire a team of six Field Sales Representatives who are in the market every day, building relationships with dental practices and helping them discover a better way to run their businesses.

This is a hands-on leadership opportunity for someone who thrives in the field, loves developing sales talent, and knows how to build a high-performing, quota-achieving team.

You'll work alongside your representatives to identify opportunities, conduct meaningful discovery, deliver compelling demonstrations, navigate complex sales cycles, and turn prospective customers into long-term Oryx partners.

We're looking for a leader who brings energy, accountability, creativity, and an entrepreneurial mindset to a growing organization.

This is a field-based position requiring regular travel throughout your assigned territory.

What You'll Do

Lead, Coach & Develop a Winning Team

• Lead, motivate, and manage a team of six quota-carrying Field Sales Representatives.

• Recruit, onboard, train, and develop top-performing sales talent as the organization grows.

• Conduct regular one-on-ones, pipeline reviews, field ride-alongs, and performance coaching.

• Coach representatives on effective prospecting, discovery, product demonstrations, objection handling, negotiation, and closing.

• Create a culture of accountability, continuous improvement, collaboration, and recognition.

• Identify performance gaps early and develop actionable coaching plans that drive measurable improvement.

Drive New Business & Territory Growth

• Own new-logo revenue performance and quota attainment across your assigned region.

• Build and execute territory strategies that consistently generate new business opportunities.

• Spend meaningful time in the field coaching representatives through office walk-ins, prospecting, customer meetings, and local events.

• Help your team develop strong referral networks, community partnerships, and relationships with dental professionals.

• Drive consistent outbound prospecting activity and self-sourced pipeline generation.

• Support representatives in navigating competitive opportunities and moving deals through the sales cycle with urgency.

• Partner with your team on strategic opportunities to help secure new customer relationships.

Build a Predictable & Accountable Sales Organization

• Use HubSpot to manage pipeline visibility, forecast revenue, analyze conversion rates, and identify opportunities for improvement.

• Establish clear expectations around prospecting activity, CRM hygiene, follow-up discipline, and pipeline progression.

• Lead regular pipeline reviews to ensure opportunities have clearly defined next steps, decision-makers, and timelines.

• Coach representatives to uncover customer challenges, quantify business impact, and communicate the value of switching to Oryx.

• Maintain accurate forecasts and proactively address risks to regional performance.

• Translate performance data into actionable strategies that improve conversion, sales velocity, and quota attainment.

Collaborate & Represent Oryx

• Partner closely with Sales Leadership, Marketing, Customer Success, Onboarding, and other cross-functional teams.

• Ensure customer expectations established during the sales process align with the implementation and onboarding experience.

• Represent Oryx at dental industry events, local networking opportunities, and strategic customer meetings.

• Share market insights, competitive intelligence, and customer feedback to help improve our go-to-market strategy.

• Help build and refine the processes, playbooks, and best practices that will support the continued growth of our field sales organization.

What We're Looking For

• 5+ years of successful sales experience, ideally in a full-cycle, prospecting-driven environment.

• 3+ years of sales leadership experience, including direct management of quota-carrying representatives.

• Proven track record of building, developing, and leading high-performing sales teams.

• Experience coaching field sales representatives through in-person prospecting, discovery, demonstrations, and closing.

• Strong understanding of pipeline management, forecasting, territory planning, and sales performance metrics.

• Ability to inspire, motivate, and hold team members accountable to ambitious goals.

• Strong communication, coaching, and problem-solving skills.

• Entrepreneurial mindset with the ability to thrive in a fast-paced, evolving environment.

• Comfortable using CRM systems, preferably HubSpot, to manage performance and drive accountability.

• Willingness to travel regularly throughout the assigned region.

What Will Help You Stand Out

• Experience leading field sales teams in SaaS, technology, healthcare technology, or dental software.

• Experience building or scaling a new territory or field sales organization.

• A proven history of developing new sales representatives into consistent quota achievers.

• Strong experience with outbound prospecting and self-sourced pipeline generation.

• Familiarity with dental practice operations, practice management software, or healthcare technology.

• Experience selling into SMB businesses and navigating owner-led purchasing decisions.

• Ability to coach value-based selling, competitive differentiation, and consultative sales methodologies.

• A track record of creating a winning sales culture that balances high expectations with meaningful coaching and development.

What Success Looks Like

In this role, success means building a team that consistently generates opportunities, advances qualified pipeline, and achieves its revenue goals.

You'll be expected to:

• Develop six confident, capable, and accountable field sales representatives.

• Build a predictable pipeline of self-sourced new business opportunities.

• Establish strong territory coverage and consistent prospecting execution.

• Improve conversion rates through hands-on coaching and deal strategy.

• Maintain accurate pipeline visibility and forecasting.

• Create a team culture where accountability, collaboration, and celebrating wins go hand in hand.

Most importantly, you'll help create a field sales organization that dental practices trust and sales professionals are proud to be part of.

Compensation & Opportunity

This is a performance-driven leadership opportunity with a combination of base salary and variable compensation. Final compensation details will be discussed during the hiring process.

You'll have the opportunity to lead a growing regional team, contribute directly to Oryx's expansion, and play a meaningful role in shaping the future of our field sales organization.

Why Join Oryx?

At Oryx, we're not simply selling software. We're helping dental practices rethink how they operate.

You'll join a growing organization with innovative technology, a meaningful mission, and an opportunity to make a direct impact.

If you're passionate about building teams, developing people, winning new business, and helping customers embrace better technology, we'd love to meet you.

Ready to help build the future of dental software? Join Oryx.