Account Executive

🔥 2 minutes ago

🇺🇸 United States – Remote

💵 $88k - $132k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Definitive Healthcare

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

📣 Marketing

📦 Logistics

💰 Private Equity Round on 2019-10

Consulting • Marketing • Logistics

Definitive Healthcare is a provider of healthcare commercial intelligence that transforms data, analytics, and expertise into actionable insights for various stakeholders within the healthcare industry. Through its SaaS platform, Definitive Healthcare assists clients in navigating the complex healthcare market by offering solutions related to go-to-market planning, product development, and sales optimization. The company specializes in healthcare data, market analytics, and custom reporting, catering to a range of clients including biopharma, medical devices, and healthcare providers. Definitive Healthcare has garnered recognition as a top workplace and leader in the Massachusetts business community.

📋 Description

• Act as a trusted advisor to a named portfolio of medium-to-large existing Diversified accounts • Own the overall client relationship for retention and expansion • Own the full lifecycle of existing accounts as a strategic partner after the initial sale • Meet and exceed revenue targets within the assigned client portfolio • Retain and grow a book of business year over year • Build and nurture relationships across existing teams, departments, and senior/C-suite stakeholders • Identify upsell and cross-sell opportunities, including across therapeutic areas • Apply pricing, margin, and contract-structure judgment to renewal and expansion proposals • Flag and help resolve account-level risks affecting renewal or expansion • Lead renewal negotiations with Legal, Finance, and Procurement stakeholders • Close multi-year service contracts • Build and maintain Strategic Account Plans tied to client objectives and measurable KPIs • Accurately forecast opportunities and maintain Salesforce pipeline hygiene • Use AI tools for account research, deal preparation, and productivity • Coordinate with Solutions Consultants, Customer Success, and Sales Development • Develop deep understanding of how Diversified organizations use healthcare commercial intelligence and data for go-to-market strategy • Manage complex sales cycles involving Sales Operations, Marketing, Legal, Finance, IT, and other stakeholders • Lead value engineering and ROI conversations • Track industry trends and evolving client needs to identify opportunities

🎯 Requirements

• BA or BS degree • 8+ years of experience selling into Strategic or Enterprise accounts • Experience in data or consultative selling; healthcare data experience a plus • Documented history of meeting or exceeding competitive sales quotas and account targets • Strong negotiation and closing skills • Strategic account planning and execution skills • Exceptional written, verbal, interpersonal, and presentation skills • Disciplined sales process • Ability to independently lead deals from first call to close • Ability to make judgment calls on pricing and contract terms without manager sign-off • Ability to serve as a resource for less experienced representatives • Ability to influence stakeholders from end users to C-level executives • Skill 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 • Passion for solving customer business problems • Willingness to travel approximately 40% of the time, including quarterly business reviews, industry events, and onsite customer visits

🏖️ Benefits

• Medical coverage • Dental coverage • Vision coverage • Unlimited paid time off • 401(k) plan with employer contribution/match • Company bonus or commission plan eligibility, depending on the position • Comprehensive benefits package • Definitive Cares employee-driven program • Employee-led affinity groups • Opportunities to connect with colleagues and contribute to communities

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