Department:
Sales

Location:
EMEA-Spain-Field based

Description
The Director, Regional Accounts is responsible for defining and executing the EMEA Dental Service Organizations (DSOs) commercial strategy for Align’s digital portfolio, including iTero and related services. This role owns the end-to-end commercial agenda with key focus DSOs, driving sustainable revenue growth, long‑term partnerships, and scalable digital adoption across focused DSO customers.

The role operates at a senior, strategic level, partnering closely with EMEA leadership, Sales, Marketing, Tender Management, Finance, and Clinical Education to ensure commercial excellence, disciplined execution, and strong return on investment.

Role expectations
Commercial & Strategic Leadership
- Own and deliver EMEA DSO commercial strategy, aligned with regional and integral business objectives.
- Lead revenue, profitability, and growth outcomes for DSOs, with accountability for forecasting, latest estimates, and AOP achievement.
- Act as the senior commercial voice for DSOs within EMEA, influencing strategic priorities,



investments, and go‑to‑market decisions.
- Establish clear success metrics, governance, and ROI tracking for all DSO-related initiatives.

DSO Engagement & Executive Relationships
- Build and sustain long-term, executive-level relationships with senior DSO group leadership across EMEA.
- Lead high-level commercial negotiations, tender strategies, and enterprise partnership discussions.
- Translate DSO needs into scalable commercial solutions, ensuring alignment between customer objectives and Align’s digital strategy.

Go-To-Market & Portfolio Leadership
- Define and lead go‑to‑market strategies for digital solutions, services, and innovations targeted at DSOs.
- Drive adoption of key features across the iTero portfolio and related digital services.
- Champion innovative commercial models that enable DSOs to digitize at scale (e.g. leasing, CPO, service-based offerings).

Enterprise Sales Str

📌 Director, Regional Key Accounts (Barcelona)
🏢 Align Technology
📍 Barcelona