VP, Enterprise Sales

Definitive Healthcare, US

1d•$464,000 - $696,000

About The Position

Definitive Healthcare is hiring a senior leader to build and run a dedicated enterprise sales motion across Biopharma, MedTech, Provider, and Diversified markets. This is a leadership role, not an individual contributor position. The VP will lead 15 senior Sales Executives and Account Executives responsible for growing existing business through upsell, cross-sell, and retention, as well as developing prospects and winning new logos in their territories. The role owns revenue growth through new customer acquisition, expansion, and improved retention, with the goal of creating long-term customers. The VP reports to the Head of Sales and works closely with Growth and Strategic sales leadership, Marketing, Solutions and Analytics Consulting, Customer Experience, Product, and Finance. The position combines strategic leadership with hands-on field involvement, including coaching sellers, joining customer meetings and deals, supporting commercial decisions, and building executive relationships. Definitive Healthcare connects customers with data and insights about the healthcare market. Founded in 2011 and headquartered just outside Boston, the company supports more than 2,100 customers worldwide and emphasizes purposeful work, collaboration, curiosity, and community impact.

Requirements

10+ years of enterprise DaaS sales experience, including selling data, analytics, integrations, and connectivity workflows, with progressive leadership experience building and managing high-performing enterprise sales teams.
Healthcare sales experience and a strong understanding of the healthcare data and analytics ecosystem.
Hands-on experience leading retention, upsell and cross-sell, and new-logo sales.
Experience multithreading across enterprise buying committees, brands, business units, and affiliates, with a firm understanding of enterprise buyer decision-making.
A track record of exceeding revenue targets as both an individual contributor earlier in a career and a sales leader.
Experience recruiting, hiring, developing, and retaining top enterprise sales talent.
Executive presence and experience engaging and negotiating with C-suite stakeholders at large organizations.
Skills in pipeline management, forecasting, and deal-level commercial judgment, including pricing, discounting, and contract structure.
Financial acumen, including monitoring discount levels, margins, and sales by product line.
A record of building scalable sales processes and playbooks and driving adoption of a sales methodology.
Willingness to travel approximately 40% to 50% of the time.
BA or BS degree.

Nice To Haves

MBA.

Responsibilities

Build and execute the enterprise go-to-market strategy and selling motion for Biopharma, MedTech, Provider, and Diversified markets.
Drive new enterprise customer acquisition and grow existing accounts through upsell and cross-sell, delivering predictable year-over-year ARR growth.
Lead renewal and retention selling to retain and expand customers.
Coach sellers to develop relationships across enterprise buying committees, brands, business units, and affiliates, and to engage senior buyers.
Set sales priorities, inspect opportunities and buyer evidence, coach value selling and deal strategy, and make performance decisions.
Work alongside sellers on live deals, including traveling with representatives, preparing for meetings, joining customer calls, and advising on key deals, pricing, and contract approvals.
Own bookings, pipeline quality, deal advancement, and forecast accuracy; raise risks early and report accurately to executive leadership.
Recruit, hire, develop, and retain enterprise sales talent; address weak performance, enforce standards, and hold sellers accountable.
Help sellers learn and sell a broader portfolio of data, analytics, integrations, and connectivity workflows.
Build executive relationships with enterprise customers, particularly on strategic or at-risk accounts.
Establish performance metrics and maintain accountability for quota attainment, sales activity, and pipeline health.
Partner with Growth and Strategic sales leadership and with Marketing, Solutions and Analytics Consulting, Customer Experience, Product, and Finance.
Use shared systems and methodology, including Value Selling and Salesforce, and represent Enterprise in executive reporting and meetings.
Build scalable sales processes and playbooks and drive adoption of a sales methodology.
Travel approximately 40% to 50% for customer meetings, quarterly business reviews, industry events, and team onsites.