Deep End Talent Strategies

• Support outside sales representatives by managing follow-up tasks, account updates, and sales activity in Salesforce/CRM • Enter, update, and track leads, opportunities, contacts, and account information to ensure accurate pipeline visibility • Follow up with prospective and existing dental office accounts by phone and email to move opportunities through the sales process • Prepare, send, and track contracts, proposals, sales materials, and onboarding documentation • Coordinate communication between outside sales representatives, dental offices, customer service, and production teams • Assist with new account onboarding, including explaining lab procedures, case submission steps, digital workflows, and service expectations • Respond to dental office questions regarding services, case submissions, scheduling, and account support • Help outside sales representatives prepare for meetings by compiling account notes, reports, follow-up items, and relevant sales materials • Support sales campaigns, promotions, territory outreach, and reactivation efforts for inactive or prospective accounts • Maintain timely documentation of calls, emails, next steps, and account status in Salesforce/CRM • Monitor open opportunities and help ensure appropriate follow-up occurs after meetings, demos, events, and marketing campaigns • Partner with internal teams to help ensure smooth handoffs, timely case coordination, and a positive customer experience

• Own Salesforce as the go-to-market system of record, including architecture, automation, permissions, integrations, and data integrity • Administer and optimize the broader GTM stack including HubSpot, Front, PandaDoc, Dialpad, and related integrations • Lead vendor evaluations, renewals, and stack rationalization decisions • Build scalable operational processes that support rapid company growth • Maintain visibility into roadmap priorities, operational initiatives, and system improvements • Design and operationalize customer lifecycle workflows across onboarding, deployment, Customer Success, and support • Build and implement customer health scoring frameworks and proactive risk workflows • Improve cross-functional handoffs to create a seamless customer experience • Develop segmentation and operational frameworks that align customer effort with account value and lifecycle stage • Establish pipeline hygiene standards, forecasting processes, and reporting cadences • Partner with Marketing on attribution, lead routing, and MQL-to-SQL workflows • Build operational frameworks that improve visibility, accountability, and conversion across the funnel • Build dashboards and reporting that drive executive decision-making across pipeline, retention, customer health, and revenue operations • Establish data governance, KPI ownership, and a single source of truth across go-to-market functions • Document SOPs, SLAs, and operational standards that scale with team growth • Eliminate manual work through automation and system design wherever possible • Use AI as a default operating tool for analysis, documentation, process design, data audits, workflow creation, and operational execution • Implement AI-driven workflows and automation across the go-to-market organization • Evaluate and operationalize emerging AI capabilities across the RevOps stack

• Own your product areas — set direction, build the roadmap, and communicate priorities clearly to stakeholders at every level. • Spend meaningful time with customers (dental practices, lab partners, clinical staff) to deeply understand their workflows, pain points, and goals. • Bring those insights back and build from them. • Translate customer and business needs into crisp, actionable product requirements that your engineering team can run with. • Work together with engineering, design, operations, and go-to-market teams to ship high-quality product on a consistent cadence. • Define success metrics for everything you build and use data to drive decisions and iteration post-launch. • Use AI tools (LLMs, copilots, automation) actively in your day-to-day work — research, writing, analysis, prototyping — and bring that mindset to how you think about the products we build. • Facilitate productive cross-functional conversations, not just attend them. • Be the person who drives clarity and keeps things moving. • Contribute to a product culture that values candor, curiosity, and accountability.

• Conducting 175 outbound cold calls weekly to School District Medicaid and Special Education leaders. • Partnering closely with an assigned Account Executive to build and grow territory opportunities. • Setting qualified meetings and helping drive the sales pipeline forward. • Connecting with Directors of Special Education, Medicaid Coordinators, Business Officials, and district administrators. • Conducting research on school districts, vendors, systems, and contacts. • Managing prospect activity and pipeline updates within CRM systems. • Participating in weekly sales meetings, coaching sessions, and training opportunities. • Collaborating with sales and marketing teams to support strategic outreach efforts.

• Manage and grow a book of existing accounts to achieve expansion revenue targets • Identify upsell and cross-sell opportunities through usage data, client feedback, and industry trends • Develop and execute account growth plans for key customers • Present tailored solutions via Zoom to physicians, practice managers, and decision-makers • Drive contract expansions, renewals with upgrades, and multi-location rollouts • Build strong, long-term relationships with key stakeholders across client organizations • Conduct regular business reviews (QBRs) to align on goals, performance, and growth opportunities • Act as a trusted advisor by understanding practice workflows, challenges, and KPIs • Collaborate with Customer Success to ensure high retention and satisfaction • Maintain accurate account records and opportunity tracking in CRM (e.g., HubSpot) • Forecast expansion revenue and provide insights to leadership • Manage deal cycles from discovery through close within existing accounts • Consistently follow up and progress opportunities through the pipeline • Partner with Customer Success, Marketing, and Product teams to identify expansion opportunities • Provide feedback on product adoption, client needs, and competitive insights • Support go-to-market strategies for new features or service offerings

Role Description We are seeking a Lab Advocate to play a critical role in how our lab network and clinical partners work together. This is a highly cross-functional role that blends deep technical expertise with relationship management, operational insight, and systems thinking. - Serve as the primary bridge between partner labs and dental practices, ensuring clear communication, aligned expectations, and strong working relationships. - Translate between clinical and technical perspectives, helping both sides arrive at optimal case outcomes. - Collaborate on case planning and design, aligning on materials, workflows, and clinical intent. - Troubleshoot complex case issues, working cross-functionally to resolve root causes—not just symptoms. - Identify patterns in remakes, delays, or inefficiencies and drive systemic improvements across the network. - Support and guide CAD/CAM workflows, including design quality, file integrity, and production processes. - Act as a mediator in high-friction situations, bringing stakeholders to alignment and maintaining trust. - Contribute to continuous improvement initiatives that elevate both lab performance and clinical outcomes. Qualifications - Brings 8+ years of experience as a dental technician or in a closely related role, with deep expertise across removable, implant, and fixed prosthetics. - Has strong CAD/CAM experience (e.g., 3Shape, Exocad) and a deep understanding of digital dentistry workflows. - Is equally comfortable diving into case-level detail and stepping back to identify broader system patterns. - Is a strong communicator who can navigate complex or sensitive situations and align multiple stakeholders. - Has a track record of solving complex problems and improving processes—not just executing within them. - Thrives in a cross-functional, fast-moving environment and is energized by building better systems from scratch. - Is motivated by improving patient outcomes and advancing the quality of care through better lab-clinical collaboration. Benefits - Competitive base salary with bonus opportunity of up to 20%. - Equity. - Medical, dental, and vision insurance. - Unlimited PTO. - 401k with company match. - Fully remote work environment.

• Serve as first-line support for dental practices via text, phone and email • Handle order inquiries, billing questions, and general account support • Track and resolve support tickets using our helpdesk solution • Manage lab fulfillment questions and coordinate with lab partners • Troubleshoot basic software and connectivity issues; escalate complex technical problems to 3Shape support • Coordinate equipment replacements and warranty claims • Maintain detailed records of common issues and resolutions • Create and maintain help documentation, FAQs, and troubleshooting guides based on common issues

Our Client, Incisive Dental Network, is growing again and seeking a Billing Specialist (Dental Lab Services) Position Overview A detail-oriented Billing Specialist will manage the end-to-end invoicing process for our dental practice clients. This role is responsible for ensuring accurate, timely billing for dental lab work and restorative products, while maintaining strong financial records and supporting accounts receivable and payable processes. The ideal candidate has a foundational understanding of dental procedures and restorations, strong financial and data management skills, and prior experience in a dental lab environment. Key Responsibilities • Generate and manage invoices for dental lab cases, including crowns, bridges, implants, dentures, and other restorative products • Review case details to ensure billing accuracy and completeness • Maintain accurate records of pricing, adjustments, and billing codes • Monitor accounts receivable (AR), follow up on outstanding balances, and support collections efforts • Assist with accounts payable (AP), including vendor invoices and reconciliation • Apply payments, track payment terms, and resolve discrepancies • Communicate with dental office clients regarding invoices, billing questions, and payment status • Collaborate with production, case management, and customer service teams to resolve billing issues • Maintain organized and accurate financial data in billing and ERP systems • Support reporting on revenue, aging, and billing trends Qualifications • 2+ years of experience in billing, accounting, or financial operations • Prior experience in a dental lab or dental industry highly preferred • Working knowledge of dental procedures and restorations (e.g., crowns, implants, prosthetics) • Strong understanding of invoicing, payment terms, AR/AP processes • Proficiency with billing systems, spreadsheets, and financial software • High attention to detail and accuracy in data entry and financial records • Strong organizational and time management skills • Excellent communication skills, both written and verbal Preferred Skills • Experience with dental lab management software (e.g., Labtrac, Magic Touch, etc.) • Familiarity with dental coding, case workflows, and prescriptions • Ability to analyze billing data and identify discrepancies or trends • Experience working in a fast-paced, production-driven environment What Success Looks Like • Accurate and timely invoicing with minimal errors • Reduced aging in accounts receivable • Strong relationships with dental office clients • Efficient resolution of billing discrepancies • Well-maintained, audit-ready financial records What We Offer - Competitive base salary with bonus opportunity of up to 20% - Equity - Medical, dental, and vision insurance - Unlimited PTO - 401k with company match - Fully remote work environment

• Own all active customer accounts • Increase utilization and ensure practices exceed minimum lab commitments • Identify opportunities to increase wallet share within the Incisive network • Drive adoption of additional product categories (aligners, dentures, high-esthetics, AOX, etc.) • Lead expansion conversations directly with practice owners • Monitor usage trends and identify early risk signals • Address underutilization and lab dissatisfaction • Lead retention save efforts • Build and document the mid-life customer success motion • Define account segmentation and outreach cadence • Develop expansion messaging and best practices

• Own all active customer accounts • Increase utilization and ensure practices exceed minimum lab commitments • Identify opportunities to increase wallet share within the Incisive network • Drive adoption of additional product categories (aligners, dentures, high-esthetics, AOX, etc.) • Lead expansion conversations directly with practice owners • Monitor usage trends and identify early risk signals • Address underutilization and lab dissatisfaction • Lead retention save efforts • Build and document the mid-life customer success motion • Define account segmentation and outreach cadence • Develop expansion messaging and best practices