Strategic Healthcare Account Executive

Mexicoremoto; Boston (MA); Remote; MXN 1,633,000 - 2,449,000; Full time

Job summary

Definitive Healthcare, a leader in healthcare commercial intelligence, seeks an experienced Account Executive to manage a named portfolio of diversifed accounts and drive retention and expansion. You will work with Solutions Consultants, Customer Success, and Sales Development to build strategic plans and close multi-year contracts.

You will own renewals, negotiate pricing, and uncover upsell opportunities across departments while maintaining Salesforce forecasts and delivering measurable client

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.
• 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.

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, 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 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 management

Negotiation

Sales strategy

Presentation skills

Relationship building

Forecasting

Pricing/budgeting

Independent deal leadership

Education

BA or BS degree

Tools

Salesforce

Job description

Definitive Healthcare, a leader in healthcare commercial intelligence, seeks an experienced Account Executive to manage a named portfolio of diversifed accounts and drive retention and expansion. You will work with Solutions Consultants, Customer Success, and Sales Development to build strategic plans and close multi-year contracts.

You will own renewals, negotiate pricing, and uncover upsell opportunities across departments while maintaining Salesforce forecasts and delivering measurable client