Nick Thompson

• Built and scaled a 10-rep SMB sales team from the ground up; established the hiring, onboarding, coaching, and performance management infrastructure that drove predictable quota attainment across the organization. • Designed and implemented the full SMB sales motion from lead intake through close — deploying CRM tooling, consultative qualification processes, and pipeline hygiene standards that improved lead-to-close conversion by 20%. • Established the operating cadence for SMB sales — weekly 1:1s, deal reviews, pipeline inspections, and forecast calls — creating the foundation for data-driven decision-making and consistent execution at scale. • Acted as player-coach on high-stakes deals and strategic inflection moments, personally closing clinic partnerships that drove a 45% increase in referral volume within the first year. • Led the company’s revenue model transition from fee-for-service to value-based care — restructuring pricing, reimbursement strategy, and retention economics to support long-term expansion.

• Built 60+ provider partnerships from scratch in a greenfield market; designed CRM workflows to systematize pipeline creation, track deal velocity, and ensure consistent top-of-funnel activity. • Generated $7.5M in contracted revenue over three years through disciplined territory segmentation, structured market entry planning, and repeatable outbound sales execution. • Directed a company-wide rebrand and go-to-market repositioning — leading sales enablement, messaging strategy, and partner communications to support aggressive market expansion.

• Closed 17 physician partnership agreements within 120 days in a net-new market with zero existing pipeline — built entirely through high-velocity outbound prospecting, rapid qualification, and consultative discovery. • Managed the full sales cycle across clinical and executive stakeholders — from cold outreach through financial modeling, technology demonstrations, and contract execution. • Coached and developed a team of 5 Associate Directors on SMB sales strategy, pipeline discipline, and deal qualification rigor. • Partnered cross-functionally with Marketing and Customer Success to reduce speed-to-close and improve new customer onboarding alignment.

• Built and managed a direct new-logo pipeline across dental practices, labs, and DSOs in a multi-state territory — closing $750K in new business within the first 90 days through cold outreach, trade shows, and CE programs. • Exceeded quota at 109% (Q2) and 114% (Q3) in a high-velocity, multi-SKU selling environment by running a disciplined daily outreach cadence with ROI-based proposals and tight deal qualification. • Leveraged manufacturer and channel partner relationships as a deal acceleration lever — expanding account penetration and winning new logos faster across the dental technology ecosystem.

• Recruited, hired, and ramped a 10-person Western Region sales team from scratch, supporting expansion into 5 new SMB markets. • Designed the onboarding and sales training program for new AEs — accelerating ramp time and establishing a consistent high-velocity prospecting cadence across the team. • Led company-wide Salesforce CRM implementation, improving pipeline visibility, forecasting accuracy, and team productivity by 30%.

• Led full GTM transformation from direct sales to a scalable CAD/CAM SaaS subscription model targeting dental labs and DSOs — restructured pricing, partner onboarding, and sales motion to support recurring revenue — a transition equivalent to what dental AI companies are navigating today. • Secured agreements with two of the nation’s largest implant-focused DSOs; delivered 55% YoY revenue growth through disciplined rollout execution and executive relationship management. • Built, hired, and developed a 10-person AE team — driving 94% YoY CAD/CAM SaaS account retention through defined KPIs, structured coaching cadences, and disciplined performance accountability. • Developed SMB and enterprise relationships across North America and Europe, supporting international expansion; traveled extensively to manage executive relationships and ensure long-term partnership success.

• Acquired 30 net-new accounts in six months through disciplined cold prospecting and account planning — ranked #1 in region, #3 nationally out of 179 Territory Sales Managers (2012). • Grew territory revenue 17% YoY and key account revenue 22% YoY through strategic planning and clinical education programs. • Served a high-volume SMB customer base of general dentists, specialists, dental labs, and DSOs — building the deep dental industry expertise that informs how technology solutions create value at the practice level.

• Consulted with 1,500+ implant patients annually, guiding treatment plan decisions and driving case acceptance for complex, high-value dental procedures. • Partnered with multidisciplinary clinical teams (surgeons, prosthodontists, lab technicians) to align patient education with treatment outcomes and financing options. • Managed forecasts, pipeline, and performance reporting in Salesforce; supported and coached sales consultants nationwide.