AVP, BioPharma Sales

Definitive Healthcare • Framingham, MA

1d

About The Position

Definitive Healthcare is hiring an AVP, BioPharma Sales to lead sales strategy and execution for the Biopharma market across Strategic and Growth selling motions, covering midmarket, SMB, and start-up segments. The role owns new-logo acquisition, upsell and cross-sell, retention, ARR growth, and bookings. It leads 11 sellers and one sales leader and reports to the Head of Sales.

The AVP will define the go-to-market plan, drive predictable and sustained growth, lead the full customer lifecycle, and develop the sales organization. The position works directly on key deals and customer relationships, including executive conversations, pricing guidance, and contract approvals. It is also responsible for revenue planning, forecasting, pipeline governance, and representing Biopharma in executive business reviews.

The role partners with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, Finance, and other sales leaders. It brings customer, competitive, and industry insights into company go-to-market strategy, product planning, and marketing priorities. Travel is expected about 40% to 50% of the time.

Requirements

• Experience selling data or analytics into Biopharma, or into companies that sell to life science organizations; deep expertise in Biopharma commercial, medical affairs, market access, and R&D teams, buyers, and priorities.
• 10 or more years of SaaS or DaaS sales experience, including selling data or data-driven solutions, with a sustained record of building and scaling high-performing sales teams.
• Experience leading both sellers and sales leaders and managing new-logo, upsell and cross-sell, and retention sales.
• Experience selling to midmarket, SMB, and start-up customers and understanding how these motions differ from enterprise selling.
• A proven record of exceeding revenue targets as a senior sales leader, with accountability for significant bookings and ARR growth.
• Strong executive presence and experience engaging and negotiating with C-suite and senior commercial, medical affairs, market access, and R&D stakeholders.
• Skill in forecasting and pipeline governance, with sound commercial judgment on pricing, discounting, and contract structure.
• Financial acumen, including monitoring discount levels, margins, and sales at a product-line level.
• A record of building scalable sales processes, playbooks, and operating rhythms and driving adoption of a sales methodology.
• Ability to incorporate customer, competitive, and Biopharma industry trends into strategy and decisions.
• Willingness to travel approximately 40% to 50% of the time for customer meetings, quarterly business reviews, and industry events.
• BA or BS degree.

Nice To Haves

• MBA.
• Leadership presence and urgency, with the ability to set clear priorities and turn direction into action.
• Enjoyment of working with sellers and live deals, including coaching discovery and advancing opportunities.
• Evidence of building productive teams, developing strong performers, improving sales organization results, and making difficult personnel decisions when needed.
• Ownership of bookings, pipeline quality, forecast accuracy, early risk escalation, and follow-through on commitments.
• Ability to lead through change, help sellers learn and sell a broader portfolio, and address opportunity gaps with a solution-oriented mindset while holding sales accountable.

Responsibilities

• Set the Biopharma growth strategy and define and deliver go-to-market plans for Strategic and Growth selling motions.
• Drive predictable, sustained year-over-year ARR growth across midmarket, SMB, and start-up accounts.
• Lead new-logo acquisition, upsell and cross-sell, and customer retention.
• Set sales 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 a sales leader; address weak performance, enforce standards, and build the team's bench.
• Join customer meetings, prepare sellers for executive conversations, and participate in key deals and commercial decisions, including pricing guidance and contract approval.
• Deliver the revenue plan within pricing and discounting guardrails and assess the financial impact on Definitive Healthcare.
• Build relationships with C-suite and senior commercial, medical affairs, market access, and R&D leaders at Biopharma customers; serve as executive sponsor for the largest strategic and at-risk accounts.
• Provide accurate forecasts and pipeline reporting to executive leadership, raise risks early, and represent Biopharma in executive-level business reviews.
• Partner with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance on go-to-market priorities, investments, and trade-offs.
• Coordinate with other market sales leaders and Enterprise sales leadership to support consistent systems, shared methodology, and best practices.
• Bring customer, competitive, and Biopharma market insight into go-to-market strategy, the Product roadmap, and Marketing priorities.

Benefits

• Comprehensive medical coverage.
• Dental coverage.
• Vision coverage.
• Unlimited paid time off.
• 401(k) plan with employer contribution or match.
• Potential eligibility for a company bonus or commission plan, depending on position.

What This Job Offers

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