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 Role
We’re looking for a seasoned Senior Account Executive to own retention and growth across a portfolio of our largest and most complex existing BioPharma accounts. You’ll serve as the executive-level trusted advisor to strategic, multi-division clients, lead complex renewal and expansion programs, and help raise the standard for account management across the team, supported by Solutions Consultants, Customer Success, and Sales Development.
What You’ll Do
You’ll own the full lifecycle of a named portfolio of large, strategic existing BioPharma accounts spanning Strategic organizations. These relationships often span multiple business units, products, and buying groups, and the challenges (competitive threats, budget pressure, customer reorganizations, multi-year renewals) rarely have a standard answer. You’ll determine the account strategy, lead cross-functional account teams, and work with Solutions Consultants, Customer Success Managers, Sales Development Representatives, and Product to deliver value and growth. This is an excellent opportunity for a seasoned, strategic account leader ready to own our most complex client relationships within a high-growth healthcare commercial intelligence company!
- Own retention and expansion revenue for a portfolio of large, strategic BioPharma accounts, meeting and exceeding retention and growth targets year over year.
- Build and lead Strategic Account Plans that span multiple business units, products, and stakeholder groups, tied to client objectives and measurable KPIs, and refresh them as client priorities change.
- Develop and sustain executive relationships, from end users to C-suite and senior commercial leaders, across divisions, therapeutic areas, and functions (Sales, Marketing, Commercial Operations, Market Access, Business Development).
- Act as a trusted advisor, helping clients connect healthcare commercial intelligence to their evolving go-to-market strategy and business outcomes.
- Resolve complex, ambiguous account situations, such as at-risk renewals, competitive displacement threats, budget compression, customer mergers or reorganizations, and adoption gaps, determining the right approach when established solutions don’t fit.
- Identify and lead large expansion opportunities, including cross-sell and up-sell across divisions, therapeutic areas, and products, in partnership with Customer Success, Solutions Consultants, and Sales Development.
- Lead renewal and expansion negotiations, including with Legal, Finance, and Procurement stakeholders, and close multi-year, multi-division agreements.
- Use sound commercial judgment on pricing, margin, and contract structure when shaping proposals and negotiation strategy, engaging Sales leadership and Finance on exceptions beyond established guidelines.
- Lead cross-functional account teams (Solutions Consultants, Customer Success, Product, Legal, and Finance) to align on account strategy and deliver client value.
- Lead value engineering and ROI conversations tailored to each account’s business case, and present results in executive business reviews.
- Share account insights, customer feedback, and winning practices with Customer Success, Marketing, and Product to improve account planning, renewal, and expansion practices.
- Mentor and coach less-experienced Account Executives and serve as a go-to resource for strategic account planning and complex negotiations.
- Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
- Use AI tools to enhance account research, deal preparation, and personal productivity.
- Track industry trends and evolving client needs to spot new opportunities early.
What You'll Bring
- BA or BS degree.
- 10+ years of experience selling into or managing Strategic or Enterprise accounts, with substantial experience in data or consultative selling; healthcare data experience a plus.
- Documented, multi-year history of meeting or exceeding retention and expansion targets for large, strategic accounts.
- Strategic account planning and execution skills with enterprise, multi-stakeholder clients.
- Proven ability to solve ambiguous, high-stakes account situations and to retain and grow at-risk relationships.
- Experience negotiating and closing multi-year, multi-division service contracts.
- Financial acumen, including pricing and margin trade-offs as part of negotiation strategy.
- 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 [INSERT INDUSTRY HERE] organizations.
- Skilled at navigating complex organizations to identify and engage key decision-makers.
- Experience leading cross-functional account teams and influencing without authority.
- Exceptional written, verbal, interpersonal, and presentation skills with strong executive presence; you prioritize and value a disciplined sales process.
- Experience mentoring or coaching less-experienced sellers.
- A passion for solving customer business problems.
- Willingness to travel approximately 40% of the time, including participation in executive business reviews, industry events, and onsite customer visits.
- Experience selling into the Biopharma industry strongly preferred.
Compensation and Benefits
The salary range for this position is $112,000 – $ 168,000 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!
