Job description

About Definitive Healthcare : At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact. Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011. We’re also 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. We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion. About the position: Definitive Healthcare is seeking an experienced Account Executive, Diversified to drive client retention, growth, and long-term customer success across a portfolio of existing accounts. As a trusted advisor, you will leverage your sales expertise, industry knowledge, and consultative approach to help customers achieve their business objectives while expanding their use of Definitive Healthcare's solutions. This role is responsible for managing a named portfolio of medium to large accounts across a variety of industries that leverage healthcare data and analytics. Success will be driven through strategic account planning, executive relationship building, renewal management, and identifying opportunities to expand our partnerships with existing customers. You will be supported by a cross-functional team that includes Solution Consultants, Customer Success Managers, and Sales Development Representatives. What you'll do: Meet and exceed revenue targets within an assigned portfolio of accounts. Retain and grow an existing book of business through renewals, upsells, and cross-sell opportunities. Develop and maintain strategic account plans that align customer objectives with Definitive Healthcare solutions and measurable business outcomes. Build trusted relationships with decision-makers, influencers, and executive stakeholders within client organizations. Identify and pursue opportunities to expand account penetration and increase customer value. Lead renewal discussions and negotiate multi-year contracts that drive long-term customer success and revenue retention. Take a consultative approach to uncover customer challenges and align Definitive Healthcare solutions to address their needs. Partner closely with Customer Success to drive product adoption, maximize customer value, and improve retention. Collaborate with Solution Consultants, Customer Success Managers, Product, Marketing, and Sales Development Representatives to deliver a best-in-class customer experience. Maintain accurate forecasts, opportunity records, and customer engagement activities within CRM systems. Stay informed on industry trends, competitive dynamics, and evolving customer needs to identify new growth opportunities. What you'll need: Bachelor's degree required. 5+ years of quota-carrying sales, account management, or business development experience, preferably in SaaS, healthcare technology, healthcare data, technology, analytics, marketing technology, digital media, or related industries. Proven success managing and growing existing client relationships while achieving or exceeding revenue targets. Experience selling to Director-, VP-, and C-level stakeholders within medium to large organizations. Strong consultative selling and account planning skills. Demonstrated ability to identify customer needs, drive adoption, and uncover expansion opportunities. Experience navigating complex organizations and building relationships across multiple stakeholders. Strong negotiation skills with experience managing contract renewals and closing multi-year agreements. Excellent written, verbal, and presentation communication skills. Self-motivated with a proactive approach to prospecting and account growth. Strong collaboration skills and experience working cross-functionally with customer-facing teams. A positive, customer-first mindset with energy, curiosity, accountability, and a team-oriented approach. Ability to craft compelling business narratives that connect customer challenges to measurable outcomes. Compensation and Benefits: The salary range for this position is $88,000– $96,000 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, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution. Why we love Definitive, and why you will too! Industry leading products Work hard, and have fun doing it Incredibly fast growth means limitless opportunity Flexible and dynamic culture Work alongside some of the most talented and dedicated teammates Definitive Cares, our community service group, gives all of us a chance to give back Competitive benefits package including great healthcare benefits and a 401(k) match 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! Privacy Your privacy is important to us. Please review our Candidate Privacy Notice which tells you how we use and process your personal information. Please note: All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators using an @definitivehc.com email address. We do not advertise open roles on Facebook and will never request money transfers or ask candidates to purchase equipment with a promise of reimbursement. If you receive any suspicious communication, please contact careers@definitivehc.com to verify your status in the application process.

Requirements

Must-haves

Meet and exceed revenue targets within an assigned portfolio of accounts.
Retain and grow an existing book of business through renewals, upsells, and cross-sell opportunities.
Develop and maintain strategic account plans that align customer objectives with Definitive Healthcare solutions and measurable business outcomes.
Build trusted relationships with decision-makers, influencers, and executive stakeholders within client organizations.
Identify and pursue opportunities to expand account penetration and increase customer value.
Lead renewal discussions and negotiate multi-year contracts that drive long-term customer success and revenue retention.
Take a consultative approach to uncover customer challenges and align Definitive Healthcare solutions to address their needs.
Partner closely with Customer Success to drive product adoption, maximize customer value, and improve retention.
Collaborate with Solution Consultants, Customer Success Managers, Product, Marketing, and Sales Development Representatives to deliver a best-in-class customer experience.
Maintain accurate forecasts, opportunity records, and customer engagement activities within CRM systems.
Stay informed on industry trends, competitive dynamics, and evolving customer needs to identify new growth opportunities.
Bachelor's degree required.
Proven success managing and growing existing client relationships while achieving or exceeding revenue targets.
Experience selling to Director-, VP-, and C-level stakeholders within medium to large organizations.
Strong consultative selling and account planning skills.
Demonstrated ability to identify customer needs, drive adoption, and uncover expansion opportunities.
Experience navigating complex organizations and building relationships across multiple stakeholders.
Strong negotiation skills with experience managing contract renewals and closing multi-year agreements.
Excellent written, verbal, and presentation communication skills.
Self-motivated with a proactive approach to prospecting and account growth.
Strong collaboration skills and experience working cross-functionally with customer-facing teams.
A positive, customer-first mindset with energy, curiosity, accountability, and a team-oriented approach.
Ability to craft compelling business narratives that connect customer challenges to measurable outcomes.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off