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 a motivated Sales Executive to join our New Business Sales team, focused on our life sciences vertical. If you want to work at a fast-paced company with high growth, keep reading!
What you'll do:
You’ll own the new business sales cycle across a varied set of life sciences opportunities, selling to pharmaceutical, biotech, medical device, and related organizations. Inbound leads and inside sales support will complement your outbound work. You’ll build your own territory plan, run deals from first conversation to close, and work with general guidance from your sales leader, who’ll step in on your most complex or unfamiliar deals. This is a strong fit for a sales professional ready to broaden their range in a high-growth healthcare data and analytics company.
- Build and run a territory plan: research, identify, and engage prospects across pharmaceutical, biotech, medical device, and other life sciences organizations, and decide where to focus your time
- Manage the full sales cycle across a mix of deal sizes and buying situations, including multi-stakeholder, data-driven decisions, and adjust your approach to each account
- Build working knowledge of how life sciences commercial, market access, sales operations, and business development teams use healthcare data and analytics to shape go-to-market strategy, and use it to tailor your outreach and demos
- Build and grow relationships with stakeholders across Sales, Marketing, Commercial Operations, and the C-suite to find opportunities and win new business
- Deliver tailored online product demos for life sciences use cases
- Partner with Marketing and Inside Sales to follow up on all leads in your territory, and share feedback that helps the team improve lead quality and conversion
- Handle common objections, pricing questions, and contract terms independently within established guidelines, and bring in your manager and internal partners for non-standard terms or unfamiliar situations
- Close new business consistently at or above quota, contributing to team bookings and pipeline goals
- Forecast opportunities accurately, keep the CRM current, and flag risks to your pipeline early
- Stay current on life sciences trends, the competitive landscape, and regulatory considerations that affect your prospects’ buying decisions
- Share what works with your teammates, such as outreach approaches, demo techniques, and competitive insights
What you'll need:
- BA or BS degree
- Three or more years of individual quota-carrying, closing sales experience
- Experience selling data, analytics, or a product with a significant data component
- Experience selling into life sciences, pharmaceutical, biotech, or healthcare organizations strongly preferred, with working knowledge of how commercial teams evaluate and buy data solutions
- Documented history of meeting or exceeding quota and ranking among top producers
- Experience delivering product demos over the web
- Experience in a cold-calling sales environment
- Ability to manage multi-stakeholder sales cycles with general guidance, and sound judgment about when to bring in support
- Excellent interpersonal and communication skills
- Strong negotiation and closing skills
- A powerful work ethic with tons of energy, humor, compassion, and enthusiasm
Compensation and Benefits:
The salary range for this position is $64,000 – $96,000 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, flexible 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!
