[Hiring] Account Executive @Definitive Healthcare, US

Role Description

We're looking for an experienced Account Executive to act as a trusted advisor to a named portfolio of medium-to-large existing Diversified accounts. You'll own the overall client relationship for retention and expansion, building your book of business over time — turning existing accounts into long-term, growing revenue — supported by Solutions Consultants, Customer Success, and Sales Development.

What you'll do:

• Own the full lifecycle of a named portfolio of existing Diversified accounts.
• Meet and exceed revenue targets within your assigned client portfolio.
• Own retention and expansion of a book of business consisting of medium-to-large Diversified accounts.
• Build and nurture relationships across your existing accounts.
• Identify up-sell and cross-sell opportunities within existing accounts.
• Apply pricing, margin, and contract-structure judgment when shaping renewal and expansion proposals.
• Flag and help resolve account-level risk that could affect renewal or expansion.
• Lead renewal negotiations and close multi-year service contracts.
• Build and maintain Strategic Account Plans with internal stakeholders.
• 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, Customer Success, and Sales Development to execute account strategy.
• Develop a deep understanding of how Diversified organizations use healthcare commercial intelligence.
• Manage all facets of complex sales cycles, often involving multiple stakeholders.
• Lead value engineering and ROI conversations tailored to each account’s business case.
• Track industry trends and evolving client needs to spot new opportunities early.

Qualifications

• BA or BS degree.
• 8+ years of experience selling into Strategic or Enterprise accounts.
• Documented history of meeting or exceeding a competitive sales quota.
• Strategic account planning and execution skills.
• Exceptional written, verbal, interpersonal, and presentation skills.
• Ability to work with and influence a wide range of stakeholders.
• Skilled at navigating complex organizations to identify and engage key decision-makers.
• Experience negotiating and closing multi-year service contracts.
• Financial acumen, including pricing and margin trade-offs.
• A passion for solving customer business problems.
• Willingness to travel approximately 40% of the time.

Requirements

• Experience in data or consultative selling; healthcare data experience a plus.
• Strong negotiation and closing skills.
• Independently lead deals from first call to close.

Benefits

• Salary range: $88,000–$132,000 per year.
• Eligibility for a company bonus or commission plan.
• Comprehensive benefits package, including medical, dental, and vision coverage.
• Unlimited paid time off.
• Participation in the company’s 401(k) plan with employer contribution.