Senior Enterprise Account Executive, Healthcare Data

Definitive Healthcare, US; Oregon; Hybrid; USD 88,000 - 132,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

Unlimited paid time off

401(k) match

Job summary

Definitive Healthcare seeks an experienced Account Executive to own a portfolio of medium-to-large Diversified accounts, acting as a trusted advisor and strategic partner beyond the initial sale. You’ll lead Relationship management with Solutions Consultants, Customer Success, and Sales Development to grow revenue year over year.

You’ll navigate complex sales cycles, negotiate terms, and apply pricing judgment while maintaining strong stakeholder relationships across Sales, Marketing, and

Qualifications

• 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.
• 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.
• 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.
• Willlingness to travel approximately 40% of the time.

Responsibilities

• 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.

Skills

Strategic account selling

Negotiation

Relationship management

Sales cycle management

Forecasting

Education

BA or BS degree

Tools

Salesforce

Job description

Definitive Healthcare seeks an experienced Account Executive to own a portfolio of medium-to-large Diversified accounts, acting as a trusted advisor and strategic partner beyond the initial sale. You’ll lead Relationship management with Solutions Consultants, Customer Success, and Sales Development to grow revenue year over year.

You’ll navigate complex sales cycles, negotiate terms, and apply pricing judgment while maintaining strong stakeholder relationships across Sales, Marketing, and