Revenue Strategy & Operations Senior Manager, Dandy
GTM Compensation
$151-183k
Offers Equity
Helping dentists deliver better care and brighter smiles with technology
Be an early applicant
Helping dentists deliver better care and brighter smiles with technology
1001+ employees
Be an early applicant
$151-183k
Offers Equity
1001+ employees
Company mission
To become the best digital dental lab for every dentist.
Role
Who you are
- 8+ years of total work experience in Sales Operations, Revenue Operations, Consulting, Investment Banking, or similar analytical & operational roles
- 4+ years of sales compensation experience with demonstrated expertise in designing and managing complex commission structures
- Advanced analytical and modeling skills in Microsoft Excel, Google Sheets, and other similar tools; ability to translate complex data into actionable insights
- Experience with compensation software (SPIF, Xactly, CIQ or similar platforms) preferred
- Track record of continuous process improvement with strategic impact
- Intermediate to advanced proficiency with Salesforce
- Proven track record of successfully implementing systems-based projects
- Exceptional communication skills, both verbal and written
- Comfort in maneuvering cross-functionally with internal teams such as Finance, Legal, and Enablement
- Ability to make independent judgment calls in creating projects, techniques, and evaluation criteria for obtaining results
- Experience working with BI tools such as Looker, Tableau, PowerBI
- Highly organized, self-starter who takes initiative and does not let things slip through the cracks
- Takes pride in his/her work, always delivers with highest quality
- Experience with stakeholder management
- Adaptable and comfortable with change in a dynamic fast-moving environment
Desirable
- Experience in B2B sales environments with short sales cycles (30 days or less) and high transaction volumes
- Healthcare or dental industry experience with understanding of practice management and clinical workflows
- Experience with international sales compensation including currency, tax, and regulatory considerations
- Advanced analytics skills with experience in SQL, Tableau, or other data visualization tools
- Background in scaling sales organizations from 50 to 200+ sales professionals
- Experience with channel partner compensation or complex sales structures involving multiple stakeholders
- Familiarity with equity compensation and total rewards program design
- Experience at fast-paced, high-growth companies
What the job involves
- At Dandy, our GTM Team plays a pivotal role in bringing a revolutionary product to hundreds of thousands of dentists nationwide. Our sales team is focused on improving sales funnel conversion and speed, driving new business that turns into long-term, loyal Dandy customers
- The Account Management team focuses on retention and loyalty while identifying opportunities to increase revenue. Revenue Operations partners closely with GTM leadership, providing essential support to advance the mission and gain market share
- As a Senior Revenue Operations Manager focused on GTM compensation, you will have the opportunity to shape our commercial approach and bring consistency to GTM operations, specifically regarding how our sales and account management teams are compensated
- In this role, you’ll execute our compensation strategy by designing compelling and motivating variable compensation plans for our sales and account management teams, working with cross-functional teams like finance to ensure mutual benefit for Dandy and our employees
- You will also collaborate with internal systems teams to implement these plans and set up the necessary guardrails for accurate calculation and payout. Your role will involve refining all components of our compensation processes
- You will partner with the growing GTM executive team, ensuring operational excellence and execution at the highest level
- This role will ensure adherence to processes and policies, and will routinely report on the cost & efficacy of the variable compensation plans with any appropriate recommendations for changes
- This role will partner with segment-specific specialists within the revenue operations team to ensure quotas are fair and attainable while ensuring they are driving necessary business outcomes
- Design and optimize sales compensation plans across multiple sales segments (SMB, Enterprise, XDR/SDR teams, AM) ensuring alignment with business objectives and market competitiveness
- Partner with Sales Leadership to model and implement new compensation structures that drive specific behaviors and outcomes, including quota attainment, revenue quality, and customer activation metrics
- Analyze sales performance data to identify trends, gaps, and opportunities for compensation plan improvements, leveraging Looker and other BI tools to drive insights
- Collaborate with RevOps & Sales Leaders to set fair and attainable quotas that align to company objectives
- Manage day-to-day compensation operations including commission calculations, dispute resolution, and ensuring accurate and timely payouts
- Drive efficiency in compensation administration by leaning on commissions software systems or other business process improvements that reduce the manual burden of executing monthly compensation and to reduce potential human error
- Collaborate cross-functionally with Finance, Legal, and People Operations to ensure compliance with regulations and alignment with overall compensation philosophy
- Provide infrastructure support for maintaining rep information, tracking transfers, promotions, exits, paid leave, etc
- Drive adoption of new compensation plans through clear communication, training materials, and ongoing support to sales managers and individual contributors
- Benchmark external market data and conduct competitive analysis to ensure our compensation packages remain attractive in the market
- Support special projects including international expansion compensation design, acquisition integration, and new sales motion development
Our take
Dentistry, a $400B industry, has long relied on outdated practices. Dandy was created to modernize and simplify dental operations by integrating technology into every aspect of the dental practice. Its goal is to streamline workflows, making dental practices more efficient and easier to manage.
While other startups have tried to bring technology to the dental field, Dandy distinguishes itself by understanding the industry's complexity and respecting the way dentists operate. Rather than overwhelming practitioners with a complete overhaul, Dandy introduces new features gradually, such as digitizing dental labs for procedures like crowns and implants. It makes the dental experience seamless for both sides of the chair, and to date, more than 2 million people use a Dandy dental product daily.
Dandy aims to build a full operating system for dental practices, offering a "business-in-a-box" solution that allows dentists to focus on patient care while the platform handles administrative and operational tasks. While this vision has the potential to bring immense value to a field in need of innovation, the challenge lies in overcoming dentistry's resistance to change. Patience and persistence will be key as Dandy reshapes how dental professionals run their practices.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
12% employee growth in 12 months
Company
Funding (1 round)
Apr 2019
$4.4m
SEED
Total funding: $4.4m
Company benefits
- Comprehensive health plans: Your health is our top priority. We offer a range of comprehensive medical, dental, and vision plans so you can choose what works best for you. Some plans include employer contributions to Health Savings Accounts (HSAs), and we offer options that cover 100% of employee-only premiums.
- Flexibility, built-in: At Dandy, we flex-first, which means trusting you to own your day and deliver, working where and how you want. We believe that by embracing flexibility, we empower everyone to balance work and life in the way that works best for them. Some roles need to be on-site due to the nature of the work.
- Investing in your wellbeing: Your wellbeing is more than just physical health—that’s why our benefits are designed to support you in all aspects of life. From mental health resources included in our healthcare plans to perks like pet insurance, a gym stipend, and access to discount platforms like Perkspot, we offer a range of programs to help you feel your best—inside and outside of work.
- Shared Success: We believe in shared success—when the business wins, our employees do too. Through performance-based bonuses and equity opportunities, our team shares in the impact we create together.
Company HQ
Tribeca, New York, NY
Leadership
Toni Oloko
(Co-Founder)Previously worked in Special Projects at goPuff. Before that founded PracticeGigs which they went on to sell.
Daniel Hanover
(Co-Founder)Previously worked as a Product Manager at Yelp and as a Software Engineer at Facebook. Studied Management and Technology at Wharton.
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