Senior Associate Account Executive, Diversified

Remote

About Definitive Healthcare :

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.

About the Role

We're looking for an experienced Senior Associate Account Executive to own retention and expansion for a portfolio of Diversified accounts. You'll manage the full client relationship, drive renewals, and identify upsell and cross-sell opportunities, supported by Solutions Consultants and Customer Success .

What You’ll Do

You'll own the full lifecycle of a named portfolio of existing Diversified accounts spanning strategic organizations acting as a trusted advisor long after the initial sale. Your day-to-day will be supported by Solutions Consultants, and Customer Success Managers as you build account plans, track relationship health, uncover expansion opportunities across new teams and use cases, lead renewal negotiations, and grow your book of business year over year.

This is an excellent opportunity for a motivated and driven sales professional looking to take their account management career to the next level within a high-growth healthcare commercial intelligence company!

• Meet and exceed retention and expansion revenue targets within your assigned account portfolio.
• Own renewal conversations and close on-time, on-value renewals.
• Build and nurture relationships across your existing accounts going deeper within the teams you already serve, wider into new departments and functions (Sales, Marketing, Commercial Operations), and up to senior and C-suite stakeholders to uncover expansion opportunities and grow your book of business.
• Identify up-sell and cross-sell opportunities within existing accounts, in partnership with Customer Success.
• Build and maintain account plans tied to client objectives and measurable outcomes.
• Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
• Use AI tools to enhance account research, deal preparation, and personal productivity.
• Coordinate with Solutions Consultants and Customer Success to execute account strategy.
• Develop a deep understanding of how Diversified organizations (commercial, market access, sales operations, and business development teams) use healthcare commercial intelligence and data to inform go-to-market strategy.
• Manage all facets of complex sales cycles, often involving multiple stakeholders including Sales Ops, Marketing, Legal, Finance, and IT and data-driven buying decisions.
• Lead value engineering and ROI conversations tailored to each account’s business case.

What You'll Bring

• BA or BS degree.
• 5+ years of experience in Enterprise or Strategic sales, with experience in data or consultative selling; healthcare data experience a plus.
• Documented history of meeting or exceeding a competitive sales quota and account…