DSO Director, Europe at Align Technology in Florence, Tuscany, IT

Join a team that is transforming smiles and changing lives.

At Align Technology, we believe a great smile can transform a person's life. As we continue to expand and strengthen our relationships with Dental Service Organizations (DSOs) across Europe, we are seeking a highly experienced commercial leader to drive strategic growth, customer engagement, and business transformation within this important channel.

The DSO Director, Europe is responsible for defining and executing Align Technology's core Europe DSO (Dental Service Organization) strategy, accelerating growth across regional and multinational DSO customers, and establishing Align as the strategic partner of choice for Europe's most influential dental groups.

The role acts as the senior commercial leader for the DSO segment, driving enterprise partnerships, strategic account expansion, digital transformation initiatives, Invisalign adoption, iTero utilization, and practice growth programs across large group practices. The Director leads a matrixed organization and partners closely with Country BDMs, General Managers, Marketing, Clinical, Practice Development, Finance, and Operations teams to deliver sustainable growth and customer value.

The ideal candidate is living in Italy, Spain or UK

Role expectations

Enterprise account Leadership

• Define and execute the DSO channel strategy across Europe in alignment with regional and global business priorities.
• Own and drive revenue growth, profitability, and market expansion within designated DSO and strategic group accounts.
• Lead annual business planning, forecasting, latest estimates, and strategic account planning activities.
• Act as the senior commercial voice of the DSO segment, influencing priorities, investments, and go-to-market initiatives.
• Identify and evaluate new growth opportunities, business models, partnerships, and channel expansion initiatives.
• Lead negotiation and renewal of strategic commercial agreements.
• Builds scalable account management frameworks and governance processes.

DSO & Strategic Account Development

• Build and maintain executive-level relationships with key DSO stakeholders and decision-makers across Europe.
• Develop and implement customer-specific growth plans focused on adoption, utilization, digitalization, and long-term partnership development.
• Lead negotiations of strategic commercial agreements in collaboration with Legal, Finance, and Commercial Operations.
• Drive business reviews, growth initiatives, and account governance processes with major DSO customers.
• Ensure effective execution of customer strategies through close collaboration with local commercial teams.

Channel Development & Practice Growth

• Drive increased utilization of Invisalign, iTero, and the Align Digital Platform across key European DSO accounts.
• Develop scalable programs that support practice development, workflow optimization, customer education, and digital transformation.
• Partner with Marketing and Clinical teams to strengthen customer engagement and accelerate growth initiatives.
• Monitor industry trends, competitive activity, consolidation and emerging DSO business models to continuously refine channel strategy and value propositions.

Cross-Functional Leadership

• Partner closely with Commercial (BDMs and GMs), Marketing, Clinical Education, Customer Success, Finance, Operations, Digital, and Analytics teams to deliver business objectives.
• Ensure alignment between strategic priorities and operational execution.
• Lead complex projects involving multiple stakeholders across geographies and functions.
• Influence priorities across a highly matrixed environment.

Organizational Leadership

• Provide leadership, coaching, and strategic direction to DSO team members, BDMs and cross-functional partners.
• Contribute to talent development, succession planning, and capability building within the DSO organization.
• Foster a culture of collaboration, innovation, accountability, and continuous improvement.

What we're looking for

• Bachelor’s degree in business, Marketing, Healthcare, or a related field.
• 10+ years of commercial leadership experience.
• Proven experience managing large strategic or enterprise accounts.
• Experience leading large complex customer relationships and executive stakeholder engagement.
• Experience negotiating complex, multi-country commercial agreements.
• Demonstrated success driving growth in healthcare, medical device, dental, technology, or healthcare services sectors.
• Demonstrated ability to influence senior stakeholders across diverse functions and geographies.
• Excellent analytical, negotiation, presentation, and communication skills.
• Ability and willingness to travel extensively across Europe and other regions as required, with travel expected to exceed 70% of working time to support customer engagement, business development activities, executive stakeholder management, strategic account reviews, industry events, and team leadership initiatives
• Fluent in English, any other languages are considered a plus

Preferred Qualifications

• MBA or advanced business degree
• Experience within healthcare, medical devices, dental, orthodontics, or technology sectors.
• Direct DSO or group practice experience.
• Experience managing regional or international business portfolios and strategic partnerships.
• Additional European languages.

Additional Information

La fascia retributiva indicata per questo ruolo riflette il minimo e il massimo che prevediamo di offrire al momento della pubblicazione dell’annuncio. La retribuzione finale sarà determinata in base a fattori quali esperienza, competenze, esigenze aziendali e allineamento con livelli retributivi equivalenti. Qualora previsto, i dipendenti potrebbero accedere anche a un bonus annuale, a piani di incentivazione di lungo periodo e ad altri benefit; maggiori dettagli sono disponibili tramite il nostro team Talent Acquisition. L’azienda è regolata dal Contratto Collettivo Nazionale di Lavoro (CCNL) Commercio – Confcommercio.