AVP, Provider Sales

Job not on LinkedIn

🔥 1 hour ago

🇺🇸 United States – Remote

💵 $240k - $360k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

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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

• Own new logo, upsell and cross-sell, and retention for the Provider market across Strategic and Growth selling motions • Lead a team of 11 sellers and one sales leader • Own Provider market strategy, bookings, team performance, and executive relationships • Define and deliver the go-to-market plan for Strategic and Growth motions • Drive predictable, sustained year-over-year ARR growth • Lead the full customer lifecycle across midmarket, SMB, and start-up accounts • Set priorities, inspect opportunities, coach discovery and deal strategy, and hold the team accountable for quota attainment, pipeline health, forecast accuracy, and customer outcomes • Recruit, hire, develop, and retain sellers and the sales leader • Address weak performance, enforce standards, and build the sales organization bench • Join customer meetings, prepare sellers for executive conversations, and step into key deals and commercial decisions • Provide pricing guidance and contract approval • Deliver on the revenue target within pricing and discounting guardrails • Engage C-suite, strategy, marketing, and service line leaders at provider customers • Serve as executive sponsor for the largest strategic and at-risk accounts • Deliver accurate forecasting and pipeline reporting to executive leadership • Raise risks early and represent Provider in executive-level business reviews • Partner with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance • Collaborate with other market sales leaders and Enterprise sales leadership • Use shared Value Selling and Salesforce methodology and best practices • Bring customer, competitive, and market insight into GTM strategy, Product roadmap, and Marketing priorities • Report to the Head of Sales

🎯 Requirements

• Experience selling data or analytics into healthcare providers (required) • Deep expertise in the provider market, including hospitals, health systems, and physician groups • 10+ years in SaaS or DaaS sales, including selling data or data-driven solutions • Sustained record of building and scaling high-performing sales teams • Experience leading both sellers and sales leaders • Experience running new logo, upsell and cross-sell, and retention sales • Experience selling into midmarket, SMB, and start-up customers • Proven record of exceeding revenue targets as a senior sales leader • Experience engaging and negotiating with C-suite and senior strategy, marketing, and service line stakeholders • Skill in forecasting and pipeline governance • Sound commercial judgment on pricing, discounting, and contract structure • Financial acumen, including monitoring discount levels, margins, and sales at a product line • Record of building scalable sales processes, playbooks, and operating rhythms • Experience driving adoption of a sales methodology • Ability to bring customer, competitive, and provider industry trends into strategy and decisions • Willingness to travel about 40% to 50% of the time for customer meetings, QBRs, and industry events • BA or BS degree; MBA a plus • Strong executive presence • Leadership presence and urgency • Passion for sellers and live deals • Evidence of building productive teams • Ownership of results and forecasting • Ability to lead through organizational change

🏖️ Benefits

• Medical, dental, and vision coverage • Unlimited paid time off • Participation in the company's 401(k) plan with employer contribution • 401(k) match • Comprehensive healthcare benefits • Definitive Cares employee-driven program • Employee-led affinity groups • Opportunities to connect with colleagues and make a positive impact on communities • Equal opportunity and inclusive workplace commitment

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