Enterprise Account Director

About the Role

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

As an Enterprise Account Director, you will own a named book of provider accounts composed of health systems across the U.S. You will drive growth through a combination of new logo acquisition, expansion within existing customers, and partnership across the customer lifecycle. In this role, you will manage complex enterprise sales cycles across prospective and current accounts while working closely with Customer Success and cross‑functional partners to support renewals, deepen strategic adoption, and identify new opportunities.

You will research target accounts, develop thoughtful account strategies, engage senior decision‑makers, deliver compelling product demonstrations, and close business in a strategic, relationship‑driven sales environment.

• 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.

If you are a California, Colorado, New York City or Washington…