AVP, Provider Sales

Definitive Healthcare, US

1d•$400,000 - $600,000

About The Position

Definitive Healthcare is hiring an AVP, Provider Sales to lead growth and retention across the Provider market’s Strategic and Growth selling motions, covering midmarket, SMB, and start-up segments. The role leads 11 sellers and one sales leader and shapes the company’s growth strategy in the Provider market. The position owns Provider ARR growth and retention and reports to the Head of Sales. The AVP is accountable for market strategy, bookings, team performance, and executive customer relationships. The role leads new-logo acquisition, upsell and cross-sell, and retention; develops the go-to-market plan; manages sales execution and forecasting; and works directly with sellers on customer meetings, key deals, pricing guidance, and contract approvals. It also partners with cross-functional teams and other sales leaders to align go-to-market priorities, investments, systems, methodology, and best practices. The position brings provider customer, competitive, and market insights into go-to-market, product, and marketing decisions. The role requires approximately 40% to 50% travel for customer meetings, quarterly business reviews, and industry events. Compensation includes a base salary range of $240,000 to $360,000 per year and on-target earnings, including commission, of $400,000 to $600,000 per year. Employees are eligible for medical, dental, and vision coverage, unlimited paid time off, and a 401(k) plan with employer contribution.

Requirements

Experience selling data or analytics into healthcare providers is required, including deep knowledge of hospitals, health systems, physician groups, their buyers, and their priorities.
10+ 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 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 sales.
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 strategy, marketing, and service line 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.
Record of building scalable sales processes, playbooks, and operating rhythms, and driving adoption of a sales methodology.
Ability to incorporate customer, competitive, and provider-industry trends into strategy and decisions.
Willingness to travel approximately 40% to 50% of the time.
BA or BS degree.
Leadership presence and urgency, with the ability to set clear priorities and turn direction into action.
Enjoyment of client-facing work, live deals, and coaching sellers in discovery and opportunity advancement.
Evidence of improving sales organization results, developing strong performers, and making difficult personnel decisions when needed.
Ownership of bookings, pipeline quality, forecast accuracy, risk escalation, and commitments.
Ability to lead through change, help sellers learn and sell a broader portfolio, and maintain accountability while addressing opportunity gaps.

Nice To Haves

MBA degree.
If an applicant does not meet all listed qualifications but believes they are a strong fit, the company encourages them to apply and explain why in their cover letter.

Responsibilities

Define and deliver the Provider market growth strategy and go-to-market plans for Strategic and Growth selling motions, driving sustained year-over-year ARR growth.
Lead new-logo acquisition, upsell and cross-sell, and retention across midmarket, SMB, and start-up accounts.
Manage sales execution by setting priorities, inspecting opportunities, coaching discovery and deal strategy, and holding the team accountable for quota attainment, pipeline health, forecast accuracy, and customer outcomes.
Recruit, hire, develop, and retain sellers and a sales leader; address performance issues, enforce standards, and build the team’s bench.
Participate in customer meetings, prepare sellers for executive conversations, and support 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 relationships with C-suite, strategy, marketing, and service line leaders at provider 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 Provider 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.
Collaborate with other market and Enterprise sales leaders to support consistent systems, Value Selling and Salesforce methodology, and shared best practices.
Bring customer, competitive, and provider-market insights into go-to-market strategy, product roadmap, and marketing priorities.
Travel approximately 40% to 50% for customer meetings, quarterly business reviews, and industry events.