VP, Enterprise Sales

Job not on LinkedIn

🔥 3 minutes ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $278.4k - $417.6k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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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

• Build and execute the enterprise go-to-market strategy across Biopharma, MedTech, Provider, and Diversified markets • Lead 15 senior sellers comprising Sales Executives and Account Executives • Drive new enterprise logo acquisition, upsell, cross-sell, retention, and predictable year-over-year ARR growth • Execute renewal and retention selling • Coach sellers to build relationships across enterprise buying committees, brands, business units, and affiliates • Set priorities, inspect opportunities, test buyer evidence, coach value selling and deal strategy, and make performance decisions • Travel with representatives, prepare for meetings, join customer calls, and participate in key deals and commercial decisions • Own bookings, pipeline quality, deal advancement, and forecast accuracy; report risks and forecasts to executive leadership • Recruit, hire, develop, and retain enterprise sales talent • Expand the team’s ability to sell data, analytics, integrations, and connectivity workflows • Build executive relationships with strategic and at-risk enterprise customers • Establish performance metrics and hold the team accountable for quota attainment, activity, and pipeline health • Partner with Growth and Strategic sales leadership and Marketing, Solutions and Analytics Consulting, Customer Experience, Product, and Finance • Use shared systems and methodology including Value Selling and Salesforce

🎯 Requirements

• 10+ years in enterprise DaaS sales, including selling data, analytics, integrations, and connectivity workflows • Progressive leadership experience building and managing high-performing enterprise sales teams • Healthcare selling experience required • Strong understanding of the healthcare data and analytics ecosystem • Hands-on experience running retention, upsell/cross-sell, and new logo sales • Experience multithreading across enterprise buying committees, brands, business units, and affiliates • Track record of exceeding revenue targets as an individual contributor and sales leader • Experience recruiting, hiring, developing, and retaining enterprise sales talent • Strong executive presence and experience engaging and negotiating with C-suite stakeholders • Skills in pipeline management, forecasting, and deal-level commercial judgment, including pricing, discounting, and contract structure • Financial acumen, including monitoring discount levels, margins, and sales at a product line • Record of building scalable sales processes and playbooks and driving adoption of a sales methodology • Willingness to travel about 40% to 50% of the time • BA or BS degree; MBA a plus

🏖️ Benefits

• Medical coverage • Dental coverage • Vision coverage • Unlimited paid time off • 401(k) plan with employer contribution • 401(k) match • Competitive benefits package • Definitive Cares employee-driven program • Employee-led affinity groups • Opportunities to connect with colleagues and support communities

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