Senior Account Executive, BioPharma

At Definitive Healthcare, our mission is simple: to connect with the real people who make healthcare happen. With real data on real people, our customers get the Definitive picture of the Healthcare market to move their businesses and organizations forward.

We’re committed to delivering the industry’s most reliable, actionable, and differentiated insights and empowering the innovators and organizations transforming healthcare. Because when our customers succeed, healthcare improves—for everyone.

Since our founding in 2011, we’ve grown into a global company headquartered just outside Boston, Massachusetts, supporting more than 2,100 customers around the world. Along the way, we’ve built a culture centered on purposeful work, collaboration, curiosity, and meaningful impact.

We’re passionate about the work we do and the people we do it with. Through programs like Definitive Cares and our employee-led affinity groups, we create opportunities for our teams to connect and give back to the communities where we live and work.

We’re looking for a seasoned Senior Account Executive to own retention and growth across a portfolio of our largest and most complex existing Bio Pharma accounts. You’ll serve as the executive-level trusted advisor to strategic, multi-division clients, lead complex renewal and expansion programs, and help raise the standard for account management across the team, supported by Solutions Consultants, Customer Success, and Sales Development.

You’ll own the full lifecycle of a named portfolio of large, strategic existing Bio Pharma accounts spanning Strategic organizations. These relationships often span multiple business units, products, and buying groups, and the challenges (competitive threats, budget pressure, customer reorganizations, multi-year renewals) rarely have a standard answer. You’ll determine the account strategy, lead cross-functional account teams, and work with Solutions Consultants, Customer Success Managers, Sales Development Representatives, and Product to deliver value and growth.

This is an excellent opportunity for a seasoned, strategic account leader ready to own our most complex client relationships within a high-growth healthcare commercial intelligence company!

• Own retention and expansion revenue for a portfolio of large, strategic Bio Pharma accounts, meeting and exceeding retention and growth targets year over year.
• Build and lead Strategic Account Plans that span multiple business units, products, and stakeholder groups, tied to client objectives and measurable KPIs, and refresh them as client priorities change.
• Develop and sustain executive relationships, from end users to C-suite and senior commercial leaders, across divisions, therapeutic areas, and functions (Sales, Marketing, Commercial Operations, Market Access, Business Development).
• Act as a trusted advisor, helping clients connect healthcare commercial intelligence to their evolving go-to-market strategy and business outcomes.
• Resolve complex, ambiguous account situations, such as at‑risk renewals, competitive displacement threats, budget compression, customer mergers or reorganizations, and adoption gaps, determining the right approach when established solutions don’t fit.
• Identify and lead large expansion opportunities, including cross‑sell and up‑sell across divisions, therapeutic areas, and products, in partnership with Customer Success, Solutions Consultants, and Sales Development.
• Lead renewal and expansion negotiations, including with Legal, Finance, and Procurement stakeholders, and close multi‑year, multi‑division agreements.
• Use sound commercial judgment on pricing, margin, and contract structure when shaping proposals and negotiation strategy, engaging…