Account Executive, Diversified

definitivehc; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Definitive Healthcare is seeking an experienced Account Executive to manage a named portfolio of medium-to-large Diversified accounts. You will own the client relationship for retention and expansion, working with Solutions Consultants, Customer Success, and Sales Development to grow revenue year over year.

You will drive renewal negotiations, identify cross-sell opportunities across departments, and craft strategic Account Plans.

Qualifications

• BA or BS degree required.
• 8+ years of experience selling into Strategic or Enterprise accounts, with data or consultative selling; healthcare data experience a plus.
• Track record of meeting or exceeding quotas with strong negotiation and closing skills.
• Strategic account planning and execution skills.
• Excellent written, verbal, interpersonal, and presentation skills; disciplined sales process.
• Ability to lead deals from first call, make pricing and contract judgments independently.

Responsibilities

• Own the full lifecycle of a named portfolio of existing Diversified accounts, driving retention and expansion.
• Meet and exceed revenue targets within your portfolio.
• Own retention and expansion of a book of business, growing relationships over time.
• Build relationships across accounts, expanding into new departments and functions (Sales, Marketing, Commercial Operations).
• Identify up-sell and cross-sell opportunities with Customer Success.
• Apply pricing, margin, and contract-structure judgment on renewals and expansions.
• Flag and resolve account-level risk, partnering with Success and leadership as needed.
• Lead renewal negotiations with Legal, Finance, and Procurement; close multi-year service contracts.
• Build and maintain Strategic Account Plans tied to client objectives and KPIs.
• Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
• Use AI tools to enhance account research, deal prep, and productivity.
• Coordinate with internal teams to execute account strategy and maximize value.
• Develop understanding of how Diversified organizations use healthcare intelligence to inform go-to-market strategies.
• Manage complex sales cycles involving multiple stakeholders and data-driven buying decisions.
• Lead value engineering and ROI conversations tailored to each account.

Skills

Strategic sales

Account management

Negotiation

Forecasting

Relationship building

Education

BA/BS degree

Tools

Salesforce

Job description

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, making judgment calls on pricing and contract terms without needing manager sign-off, and you're a go‑to resource for less experienced re