Director, Account Management

Definitive Healthcare, US; United States; Hybrid; USD 144,000 - 270,000; Full time

Job summary

Definitive Healthcare is seeking a Director, Account Management to lead a team of quota‑carrying sales professionals focused on expanding relationships with existing clients. You will drive account growth, renewals, and larger deal closures while coaching others to higher performance.

You will hire, develop, and manage the team, balance hands-on selling with leadership responsibilities, and strive to create a positive, high‑energy environment that sustains revenue growth across North America.

Qualifications

• 5+ years of inside sales experience.
• 3+ years of front‑line sales management experience.
• Experience in high velocity sales environments.
• Hands-on selling approach including prospecting upsell, renewals and closing.

Responsibilities

• Meet or exceed monthly, quarterly, and annual team revenue quotas and KPI targets.
• Build a metrics-based culture focused on activity, accountability and achievement.
• Directly assist in all phases of the sales process including prospecting, value proposition, product demos, follow-up and closing.
• Hire, train, and develop new team members to achieve their potential.
• Create a high-performance environment that celebrates success.
• Coach, mentor, and instill leadership and management practices throughout the organization.
• Identify training needs and help deploy effective training programs.

Skills

Inside sales

Sales management

Prospecting

Contract renewals

Closing

Growth mindset

Team leadership

Tools

Salesforce.com

Job description

$144,000 - $270,000/year

About Definitive Healthcare:

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

We’re also 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.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

About the Role

As the Director, Account Management, you will be responsible for the leadership, hiring, development, and performance of a team of quota carrying sales professionals focused on growing our existing clients. You will work closely with team members to identify opportunities for growth within accounts, renew existing contracts, and help close business. Success for this position will be measured in terms of quota attainment, retention, and growth within accounts This is a hands‑on position that requires both sales coaching as well as rolling up the sleeves to personally get involved with closing the larger deals. The ideal candidate will be expected to consistently deliver exceptional sales results, operate with a growth mindset, consider both the short‑term as well as the bigger picture and create a winning and positive team environment.

What You'll Do

• Meet or exceed monthly, quarterly, and annual team revenue quotas and KPI targets
• Build a metrics-based culture of excellence; focused on activity, accountability and achievement
• Directly assist in all phases of the sales process including prospecting, value proposition, product demonstration, follow‑up and closing
• Hire, train, and develop new team members to achieve their full potential
• Create a fun and positive high performance work environment that celebrates success
• Coach, mentor, and instill leadership and management best practices throughout the organization
• Assist in identifying training needs and assist in the creation and deployment of effective training programs

What You'll Bring

• 5+ years of inside sales experience
• 3+ years of front‑line sales management experience and a process‑oriented mindset
• Proven ability to be successful in a high velocity sales environment
• Desire to be hands on and an active participant in prospecting for upsell opportunities, contract renewals and closing business
• Track record of consistent overachievement, both as an individual contributor and manager
• Passion for developing team members and teaching a growth mindset
• Motivated, high energy with a commitment to sustained excellence
• Ability to work and lead teams dynamically in both an in‑office setting as well as remote settings
• Experience with SalesForce.com preferred

Compensation and Benefits

The salary range for this position is $144,000.00 - $270,000.00 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, and why you will too!

• Industry leading products
• Work hard, and have fun doing it
• Incredibly fast growth means limitless opportunity
• Flexible and dynamic culture
• Work alongside some of the most talented and dedicated teammates
• Definitive Cares, our community service group, gives all of us a chance to give back
• Competitive benefits package including great healthcare benefits and a 401(k) match

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.”

“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.”

_ 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.

_ Privacy
Your privacy is important to us. Please review our Candidate Privacy Notice which tells you how we use and process your personal information._

_ Please note: All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators using an @definitivehc.com email address. We do not advertise open roles on Facebook and will never request money transfers or ask candidates to purchase equipment with a promise of reimbursement. If you receive any suspicious communication, please contact [e-mail] to verify your status in the application process._

Turning healthcare data into intelligence that accelerates innovation, improves decisions, and shapes better outcomes.

Definitive Healthcare provides a SaaS platform that transforms healthcare data into actionable insights, empowering clients to identify market opportunities and optimize commercial success.