AVP, BioPharma Sales

Definitive Healthcare, US • Framingham, MA

1d • $400,000 - $600,000

About The Position

Definitive Healthcare is hiring an AVP, Biopharma Sales to lead growth and retention in the Biopharma market across its Strategic and Growth selling motions, covering midmarket, SMB, and start-up segments. The role leads 11 sellers and one sales leader and shapes how the company grows in the market. The AVP owns Biopharma ARR growth and retention and reports to the Head of Sales.

The role is accountable for market strategy, bookings, team performance, customer relationships, and the full customer lifecycle, including new-logo acquisition, upsell and cross-sell, and retention. It involves coaching and managing the sales organization, working directly on customer deals and executive conversations, overseeing pricing and commercial decisions, and providing accurate forecasts and pipeline reporting. The AVP collaborates with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, Finance, and other sales leaders to align go-to-market priorities, shared systems, methodology, and best practices.

The position requires deep knowledge of Biopharma buyers and their commercial, medical affairs, market access, and R&D functions. Travel is approximately 40% to 50% for customer meetings, quarterly business reviews, and industry events.

Requirements

• 10+ years of SaaS or DaaS sales experience, including selling data or data-driven solutions.
• Required experience selling data or analytics into Biopharma, or into companies that sell to life science organizations.
• Deep expertise in the Biopharma market, including commercial, medical affairs, market access, and R&D teams, their buyers, and their priorities.
• Experience building and scaling high-performing sales teams and leading both sellers and sales leaders.
• Experience leading 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 sales.
• A 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 judgment on pricing, discounting, and contract structure.
• Financial acumen, including monitoring discount levels, margins, and sales at a product-line level.
• Experience 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.

Responsibilities

• Define and deliver the growth and go-to-market strategy for the Biopharma Strategic and Growth sales motions, driving sustained year-over-year ARR growth.
• Lead new-logo acquisition, upsell and cross-sell, and retention across midmarket, SMB, and start-up customers.
• Manage sales execution by setting priorities, inspecting opportunities, coaching discovery and deal strategy, and holding the team accountable for quotas, pipeline health, forecast accuracy, and customer outcomes.
• Recruit, hire, develop, and retain sellers and a sales leader; address weak performance and build the team’s capacity to scale.
• 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, considering the financial impact on the company.
• Build executive relationships with Biopharma customer leaders and 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 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, Value Selling, Salesforce, and shared best practices.
• Bring customer, competitive, and Biopharma market insights into go-to-market strategy, 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 the position.
• Employee-led affinity groups and community-impact opportunities through Definitive Cares.

What This Job Offers

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