Enterprise Account Director Framingham, MA

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like Definitive Cares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

We are seeking a driven, strategic Enterprise Account Director to join our Provider Sales team.

• Own and execute account strategies across a named book of provider accounts, including health systems in both prospect and existing customer segments
• Partner with Marketing, Customer Success, and executive leadership to refine and execute go-to-market strategies for the provider segment
• Build and expand relationships with executive and operational stakeholders across health systems to identify opportunities and win new business
• Manage complex enterprise sales cycles across both new prospects and existing customer accounts
• Deliver tailored product demonstrations aligned to provider use cases, business needs, and strategic priorities
• Meet or exceed quota through net dollar retention performance, including renewals, upsell and expansion, and new business across the assigned book of accounts
• Maintain accurate pipeline visibility, deliver reliable forecasts, and keep CRM account activity current
• Support strong renewal and retention outcomes across the assigned book of business
• Collaborate across the account team to expand relationships within named health systems and engage new stakeholder groups
• Travel as needed for industry conferences, customer events, and on-site meetings with prospects and existing customers

• 8+ years of quota-carrying enterprise sales experience, including success in closing complex new business, expanding existing accounts, and renewing strategic customers
• Experience selling into provider organizations, health systems, or other complex healthcare enterprises
• Demonstrated track record of consistently achieving quota against net dollar retention or blended revenue goals
• Experience selling technology, data, analytics, or research solutions into enterprise healthcare environments
• Experience building pipeline through strategic outbound prospecting within a named account model
• Ability to navigate and sell to multiple stakeholders across clinical, operational, financial, and executive teams within health systems
• Excellent interpersonal, communication, and relationship-building skills
• Strong negotiation, deal management, and closing skills
• Strong work ethic, sound judgment, and a high level of professionalism, energy, and empathy

• Experience with Definitive Healthcare
• Experience selling provider data, healthcare IT, clinical technology, revenue cycle, or analytics solutions into health systems and provider organizations
• Familiarity with provider market dynamics, health system buying processes, and complex multi-stakeholder healthcare sales environments
• Familiarity with Salesforce CRM

The salary range for this position is $68,000-$128,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.

Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution.

Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!