[Hiring] AVP, BioPharma Sales @Definitive Healthcare, US

Role Description

We're hiring an AVP, Biopharma Sales to own new logo, upsell and cross-sell, and retention for the Biopharma market across our Strategic and Growth selling motions. Together, those motions cover the midmarket, SMB, and start-up segments. You'll lead a team of 11 sellers and one sales leader, and you'll help shape and define how Definitive Healthcare grows in the Biopharma market.

Biopharma companies see themselves as science-driven organizations advancing medicine. You'll have the opportunity to help their commercial, medical affairs, market access, and R&D teams find the right markets, opportunities, and stakeholders with Definitive Healthcare data and analytics.

You'll own ARR growth and retention for Biopharma, reporting into the Head of Sales. You will partner closely with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance.

What You’ll Do

• Own results for the Biopharma market: strategy, bookings, team performance, and the executive relationships that drive growth and create customers for life.
• Set the Biopharma growth strategy.
• Define and deliver the go-to-market plan for the Strategic and Growth motions, driving predictable, sustained year-over-year ARR growth.
• Own the full customer lifecycle.
• Lead new logo acquisition, upsell and cross-sell, and retention across midmarket, SMB, and start-up accounts, with the goal of creating customers for life.
• Run sales management with rigor.
• Set priorities, inspect opportunities, coach discovery and deal strategy, and hold your team accountable for quota attainment, pipeline health, forecast accuracy, and customer outcomes.
• Build and develop the team.
• Recruit, hire, develop, and retain your sellers and your sales leader. Address weak performance, enforce standards, and build the bench so the Biopharma sales organization can scale.
• Work live deals.
• Join customer meetings, prepare sellers for executive conversations, and step into key deals and commercial decisions, including pricing guidance and contract approval.
• Own the revenue plan.
• Deliver on target while operating within pricing and discounting guardrails, with a clear view of the financial impact on Definitive Healthcare.
• Build executive relationships.
• Engage C-suite and senior commercial, medical affairs, market access, and R&D leaders at Biopharma customers and serve as the executive sponsor on the largest strategic and at-risk accounts.
• Forecast with judgment.
• Deliver accurate forecasting and pipeline reporting to executive leadership, raise risks early, and represent Biopharma in executive-level business reviews.
• Align across the company.
• Partner with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance on go-to-market priorities, investments, and trade-offs.
• Sell as one team.
• Partner with the other market sales leaders and Enterprise sales leadership so every market runs as one organization, with consistent systems, a shared methodology (Value Selling and Salesforce), and shared best practices.
• Bring the voice of the Biopharma market.
• Carry customer, competitive, and market insight into the GTM strategy, the Product roadmap, and Marketing priorities.

Qualifications

• You've led sales teams and sales leaders, sold data or analytics into Biopharma, and know how Biopharma buyers think.
• Experience selling data or analytics into Biopharma, or into companies that sell to life science organizations (required).
• Deep expertise in the Biopharma market, including commercial, medical affairs, market access, and R&D teams, and a clear understanding of their buyers and priorities.
• 10+ years in SaaS or DaaS sales, including selling data or data-driven solutions, with a sustained record of building and scaling high-performing sales teams.
• Experience leading both sellers and sales leaders, and running new logo, upsell and cross-sell, and retention sales.
• Experience selling into midmarket, SMB, and start-up customers, and a clear sense of how those motions differ from enterprise selling.
• A proven record of exceeding revenue targets as a senior sales leader, with accountability for significant bookings and ARR growth.
• Strong executive presence, with experience engaging and negotiating with C-suite and senior commercial, medical affairs, market access, and R&D stakeholders.
• Skill in forecasting and pipeline governance, and sound commercial judgment on pricing, discounting, and contract structure.
• Financial acumen, including monitoring discount levels, margins, and sales at a product line.
• A record of building scalable sales processes, playbooks, and operating rhythms, and driving adoption of a sales methodology.
• The ability to bring customer, competitive, and Biopharma industry trends into strategy and decisions.
• Willingness to travel about 40% to 50% of the time for customer meetings, quarterly business reviews (QBRs), and industry events.
• BA or BS degree; MBA a plus.

What great looks like

• You love being in front of clients, and working deals alongside your sellers.
• Leadership presence and urgency.
• Someone the team wants to follow, who sets clear priorities and turns direction into action.
• A passion for sellers and live deals.
• You enjoy working with sellers, coaching discovery, and advancing opportunities, and your involvement makes sellers more capable and independently effective.
• Evidence of building productive teams.
• You've improved results across a sales organization, developed strong performers, and made difficult personnel decisions, when needed.
• Ownership of results and forecasting.
• You own bookings, pipeline quality, and forecast accuracy, raise risks early, and follow through on commitments.
• Success through change.
• You lead well in an evolving company, help sellers learn and sell a broader portfolio, and work through opportunity gaps with a solution-oriented mindset while holding sales accountable for what it controls.

Compensation and Benefits

• The base salary range for this position is $240,000 to $366,000 per year.
• On-target earnings (OTE), including commission, are $400,000 to $600,000 per year.
• 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.