Account Executive, Diversified

Definitive Healthcare, US

3d • $88,000 - $132,000

About The Position

Definitive Healthcare is seeking an experienced Account Executive to serve as a trusted advisor to a named portfolio of medium-to-large existing Diversified accounts. The role owns client relationships for retention and expansion, building a growing book of business over time with support from Solutions Consultants, Customer Success, and Sales Development. The Account Executive develops and executes strategic account plans, applies pricing and negotiation judgment to renewal and expansion proposals, resolves account-level risks, and grows revenue year over year.

The position involves managing complex, multi-stakeholder sales cycles and understanding how Diversified organizations use healthcare commercial intelligence and data to inform go-to-market strategy. The role also leads value engineering and ROI discussions, tracks industry trends and client needs, and uses AI tools to support account research, deal preparation, and productivity. Approximately 40% travel is expected for quarterly business reviews, industry events, and onsite customer visits.

The company describes its culture as centered on purposeful work, collaboration, curiosity, meaningful impact, accountability, care, and responsible use of data. Definitive Healthcare is an equal opportunity employer committed to an inclusive workplace.

Requirements

• BA or BS degree.
• At least 8 years of experience selling into Strategic or Enterprise accounts, with experience in data or consultative selling.
• 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, and commitment to a disciplined sales process.
• Ability to independently lead deals from first call to close and make judgment calls on pricing and contract terms without manager sign-off.
• Ability to work with and influence stakeholders ranging from day-to-day end users to C-level executives, including commercial leadership within Diversified organizations.
• Skill in navigating complex organizations to identify and engage key decision-makers.
• Experience negotiating and closing multi-year service contracts.
• Financial acumen, including understanding pricing and margin trade-offs in negotiation strategy.
• Passion for solving customer business problems.
• Willingness to travel approximately 40% of the time.

Nice To Haves

• Healthcare data experience.
• Experience serving as a go-to resource for less experienced sales representatives.

Responsibilities

• Meet and exceed revenue targets within the assigned client portfolio.
• Own retention and expansion for a book of medium-to-large Diversified accounts.
• Build relationships across existing accounts, including with end users, new departments and functions, and senior and C-suite stakeholders.
• Identify upsell and cross-sell opportunities, including across therapeutic areas, in partnership with Customer Success.
• Apply pricing, margin, and contract-structure judgment when preparing renewal and expansion proposals and negotiation strategies.
• Identify and help resolve account-level risks that could affect renewal or expansion, partnering with Customer Success and leadership as needed.
• Lead renewal negotiations with stakeholders such as Legal, Finance, and Procurement, and close multi-year service contracts.
• Build and maintain Strategic Account Plans with internal stakeholders, aligned with client objectives and measurable KPIs.
• Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
• Use AI tools for account research, deal preparation, and personal productivity.
• Coordinate with Solutions Consultants, Customer Success, and Sales Development to execute account strategy and maximize client value.
• Develop an understanding of how Diversified organizations use healthcare commercial intelligence and data to inform go-to-market strategy.
• Manage complex sales cycles involving multiple stakeholders and data-driven buying decisions.
• Lead value engineering and ROI conversations tailored to each account’s business case.
• Track industry trends and evolving client needs to identify opportunities.
• Travel approximately 40% of the time for quarterly business reviews, industry events, and onsite customer visits.

Benefits

• Comprehensive medical coverage.
• Dental coverage.
• Vision coverage.
• Unlimited paid time off.
• 401(k) plan with employer contribution; the company also describes a 401(k) match.
• Potential eligibility for a company bonus or commission plan, depending on the position.
• Employee affinity groups and community-impact opportunities through Definitive Cares.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior