About Pearl

Pearl is shaping the future of dentistry with a suite of AI solutions engineered to establish higher standards of quality and care for patients worldwide. Since 2019, our team has developed FDA-cleared computer vision capabilities for the interpretation of 2D and 3D dental imagery, industry-leading technology that clinicians, practice owners, labs, and insurers use to elevate the efficiency, accuracy, and consistency of dental care globally.

The Role

The Strategic CSM owns a portfolio of DSO accounts with a clear mandate: drive ARR expansion through deep customer satisfaction. You will be measured on net revenue retention, upsell and cross-sell execution, and your ability to turn pilot accounts into full enterprise deployments, with customer health and clinical outcomes as the engine behind that growth. The best candidates have a track record of growing enterprise accounts and understand that lasting revenue expansion is built on trust, adoption, and demonstrated value.

What You'll Own

Account Health & Executive Relationships

• Serve as the strategic partner for an assigned DSO portfolio, owning account health end-to-end

• Build and maintain trusted relationships across the org, from clinical staff to Chief Dental Officer to CFO

• Develop and execute account plans that align Pearl's platform to each DSO's business goals, KPIs, and expansion roadmap

• Lead EBRs and QBRs that reinforce ROI, surface expansion opportunities, and build executive buy-in

ARR Expansion

• Own net revenue retention and expansion ARR as your primary KPIs

• Drive full platform adoption across every location in your portfolio: Second Opinion, Practice Intelligence, Precheck, and Voice

• Partner with Sales on upsell and cross-sell motions; lead commercial conversations with DSO operators and C-suite stakeholders

• Convert pilot deployments into system-wide rollouts with measurable ARR growth at each stage

Adoption & Value Realization

• Own the onboarding-to-adoption arc: get accounts live fast, get them fully utilized, and document the value

• Proactively monitor utilization across locations, identify gaps, and drive targeted interventions

• Translate clinical data, case detection trends, and utilization metrics into compelling ROI narratives for both operators and executives

• Lead change management across clinical and administrative teams during onboarding and expansion

What We're Looking For

• 3–5 years in Customer Success, Account Management, or Solutions Consulting with enterprise SaaS required, dental industry strongly preferred

• Demonstrated track record of ARR expansion inside complex enterprise accounts

• Comfortable owning commercial conversations and navigating multi-stakeholder DSO environments

• Strong executive presence with the ability to present to C-level audiences and lead high-stakes QBRs

• Data-driven, able to build ROI analyses, interpret utilization data, and translate it into action

• Self-directed; you set your own agenda, flag risks early, and don't wait to be managed

• CRM proficiency required (HubSpot or Salesforce); familiarity with dental PMS platforms a plus

What We Offer

• Competitive base + performance compensation tied to ARR expansion targets

• Uncapped growth potential within a fast-scaling AI platform company

• Flexible, unaccrued PTO

• Remote-first with periodic travel to DSO accounts