Senior Sales Manager

About Us: Torch Dental is building the operating system for dental practices. Based in NYC and Austin, we're on a mission to modernize the dental supply chain and revenue cycle — helping practices save time, reduce costs, and improve profitability through software that transforms critical parts of their business. We offer two major products: Torch Dental Marketplace — the Amazon of the dental supply chain, helping practices simplify purchasing and save 15-25% on supplies from day one through transparent pricing across thousands of products. Torch Revenue Cycle Management — an agentic AI insurance platform launching this year that solves one of dentistry's biggest pain points: helping practices get paid faster and more accurately by insurance providers, using technology that's long underserved this space. Operating in a $100B+ healthcare market, Torch is profitable, well-capitalized, and growing with intention. We're backed by leading investors including Harvard Management Company, MIT, Blackstone, Bessemer Venture Partners, and American Express Ventures, and we're entering an exciting new chapter as we scale both our marketplace and AI-powered revenue cycle platform. We're a high-performance, close-knit team that enjoys solving real customer problems. We move quickly, take ownership, and maintain a strong bias for action. We believe great people do their best work when given meaningful responsibility, ambitious goals, and the opportunity to make a measurable impact. If you're excited about building category-defining products and helping healthcare providers thrive, we'd love to meet you. Your Impact: This is a rare opportunity to step into a Sales Manager seat at a genuine inflection point. You’ll inherit a team with strong existing SOPs, tooling, and process infrastructure where your job is to enforce rigorous execution against those standards, identify where they need to evolve, and lead the team taking the agentic AI RCM product to market. You’ll own the number, shape the team, and be a key architect of the go-to-market motion including building the bundling strategy, rep enablement, and process infrastructure needed to convert. During the first quarter this role is a player-coach where you’ll be selling and managing simultaneously, directly owning RCM revenue goals alongside a small team of RCM Account Executives. You will learn the RCM pitch and objections through a Paid Beta sale, and you will own and refine the SOP for winning RCM customers as we bring the product to market. This is a high-impact role for candidates who demonstrate strong leadership, operational excellence, and strategic thinking. If you are energized by accountability, moving fast, and want to build something, this is the role. Key Responsibilities: Team Leadership: Lead, develop, and hold accountable a team of high-performing Account Executives. Set a high performance bar and build a culture of ownership, urgency, and continuous improvement. Performance Management: Own core sales metrics: opportunity creation, opportunity-to-close conversion rate, pipeline coverage ratio, and rep attainment distribution. Run structured pipeline reviews, call reviews, and deal coaching to move the numbers. Process Execution and Discipline: Drive strict adherence to existing SOPs and operating rhythms. Ensure consistency in deal execution, pipeline management, and forecasting. Eliminate ambiguity. Coaching and Deal Strategy: Get in the deals. Actively coach AEs on discovery, objection handling, and closing, and step in directly when needed to unblock, accelerate, and improve outcomes. Strategic Improvement: Identify patterns in lost deals, conversion gaps, and rep performance. Translate data into actionable changes across process, messaging, and pricing within the first 3 to 6 months. Cross-Functional Collaboration: Partner with Marketing, RevOps, and Product on lead quality, sales effectiveness, and the RCM product launch GTM motion. Serve as a key voice of the customer internally. Forecasting and Pipeline Management: Own accurate forecasting and pipeline health. Identify risks early and address them with urgency. Qualifications: Required 4 to 7 years managing Account Executives in a high-velocity, transactional SMB or mid-market sales environment (ASP $5K to $15K) Proven track record improving opportunity-to-close conversion rates and driving consistent team attainment Fluent in the metrics: pipeline coverage, conversion rates, ramp time, rep attainment distribution, and comfortable using data to make decisions and coach reps Experience at a Series B/C-stage startup or similarly fast-paced, ambiguous environment Strong operator mindset: highly organized, process-oriented, and detail-focused Deep coaching experience across discovery, objection handling, and closing in a short-cycle sales motion Proficiency in Salesforce (or equivalent CRM) and spreadsheets for pipeline management and forecasting High emotional intelligence: able to manage rep motivation, morale, and performance accountability simultaneously Nice to Have Experience in dental, healthcare, or vertical SaaS Background selling into SMB practice owners or similar owner-operator buyers Experience in a player-coach capacity: selling and managing simultaneously Experience launching a new product alongside an existing sales motion Compensation and Benefits: Compensation Competitive base salary commensurate with experience Competitive OTE with uncapped commission above target Equity: Competitive equity package commensurate with experience Benefits Best-in-class health and dental benefits Flexible parental leave 401(k) retirement savings plan Flexible vacation policy Collaborative, high-performance culture with significant ownership and impact Work in a vibrant and growing Austin office We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.