The posting
About Definitive Healthcare:
At Definitive Healthcare, our mission is simple: to connect with the real people who make healthcare happen. With real data on real people, our customers get the Definitive picture of the Healthcare market to move their businesses and organizations forward.
We’re committed to delivering the industry’s most reliable, actionable, and differentiated insights and empowering the innovators and organizations transforming healthcare. Because when our customers succeed, healthcare improves—for everyone.
Since our founding in 2011, we’ve grown into a global company headquartered just outside Boston, Massachusetts, supporting more than 2,100 customers around the world. Along the way, we’ve built a culture centered on purposeful work, collaboration, curiosity, and meaningful impact.
We’re passionate about the work we do and the people we do it with. Through programs like Definitive Cares and our employee-led affinity groups, we create opportunities for our teams to connect and give back to the communities where we live and work.
About the position:
We're looking for an experienced Account Executive to act as a trusted advisor to a named portfolio of medium-to-large existing Diversified accounts. You'll own the overall client relationship for retention and expansion, building your book of business over time — turning existing accounts into long-term, growing revenue — supported by Solutions Consultants, Customer Success, and Sales Development.
What you'll do:
You'll own the full lifecycle of a named portfolio of existing Diversified acting as a trusted advisor and strategic partner long after the initial sale. Your day-to-day will be supported by Solutions Consultants, Customer Success Managers, and Sales Development Representatives as you build and execute Strategic Account Plans, apply pricing and negotiation judgment to renewal and expansion proposals, resolve account-level risk, and grow your book of business year over year. This is an excellent opportunity for an experienced, strategic account manager ready to own larger, more complex relationships within a high-growth healthcare commercial intelligence company!
- Meet and exceed revenue targets within your assigned client portfolio.
- Own retention and expansion of a book of business consisting of medium-to-large Diversified accounts — you are accountable for keeping these relationships and growing them over time.
- Build and nurture relationships across your existing accounts going deeper within the teams you already serve, wider into new departments and functions (Sales, Marketing, Commercial Operations), and up to senior and C-suite stakeholders to uncover expansion opportunities and grow your book of business.
- Identify up-sell and cross-sell opportunities within existing accounts, including across therapeutic areas, in partnership with Customer Success.
- Apply pricing, margin, and contract-structure judgment when shaping renewal and expansion proposals and negotiation strategy.
- Flag and help resolve account-level risk that could affect renewal or expansion — partnering with Customer Success and leadership when a relationship needs intervention.
- Lead renewal negotiations — including with Legal, Finance, and Procurement stakeholders — and close multi-year service contracts.
- Build and maintain Strategic Account Plans with internal stakeholders, tied to client objectives and measurable KPIs.
- Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
- Use AI tools to enhance account research, deal preparation, and personal productivity.
- Coordinate with Solutions Consultants, Customer Success, and Sales Development to execute account strategy and maximize client value.
- Develop a deep understanding of how Diversified organizations (commercial, market access, sales operations, and business development teams) use healthcare commercial intelligence and data to inform go-to-market strategy.
- Manage all facets of complex sales cycles, often involving multiple stakeholders — including Sales Ops, Marketing, Legal, Finance, and IT — and data-driven buying decisions.
- Lead value engineering and ROI conversations tailored to each account’s business case.
- Track industry trends and evolving client needs to spot new opportunities early.
What you'll need:
- BA or BS degree.
- 8+ years of experience selling into Strategic or Enterprise accounts, with experience in data or consultative selling; healthcare data experience a plus.
- Documented history of meeting or exceeding a competitive sales quota and account targets, with strong negotiation and closing skills.
- Strategic account planning and execution skills.
- Exceptional written, verbal, interpersonal, and presentation skills; you prioritize and value a disciplined sales process.
- You independently lead deals from first call to close, making judgment calls on pricing and contract terms without needing manager sign-off, and you're a go-to resource for less experienced reps.
- Ability to work with and influence a wide range of stakeholders — from day-to-day end users to C-level executives — including commercial leadership within Diversified organizations.
- Skilled at navigating complex organizations to identify and engage key decision-makers.
- Experience negotiating and closing multi-year service contracts.
- Financial acumen, including pricing and margin trade-offs as part of negotiation strategy.
- A passion for solving customer business problems.
- Willingness to travel approximately 40% of the time, including participation in quarterly business reviews, industry events, and onsite customer visits.
Compensation and Benefits:
The salary range for this position is $88,000– $132,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.
Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution.
Why we love Definitive Healthcare, and why you will too!
At Definitive Healthcare, our values shape how we work, how we treat one another, and how we deliver for our customers.
- We’re obsessed with data. Great companies are built on data customers can rely on. As responsible stewards, we validate rigorously, question assumptions, and use data to make better decisions.
- We’re accountable. We take ownership of results, not just tasks. When something needs doing, we step up. When things break, we fix them. We follow things through until the job is done.
- We care deeply. About our teammates, our customers, and the impact of what we build. We assume good intent, communicate openly, and support each other through challenges. We always bring maximum energy to everything we do.
We're also committed to creating an environment where our people feel supported in their work, their wellbeing, and their financial future.
- We invest in our people. We offer a competitive benefits package, including comprehensive healthcare benefits and a 401(k) match.
- We make room for connection and impact. Definitive Cares is our 100% employee-driven program that creates opportunities to connect with colleagues through affinity groups and make a positive impact on our communities.
- We’re a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.
What our Employees are saying about us on Glassdoor:
“Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed.”
-Business Development Manager
“Great team. Amazing growth. Employees are treated very well.”
-Research Analyst
“I have waited 36 years to work at a dream job for a dream company, and I am so happy to have finally got there.”
-Profile Analyst
If you don’t fit all of these qualifications, but believe you’re still a great fit, feel free to apply and tell us why in your cover letter.
If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.
Definitive Hiring Philosophy
Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!
