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

Role Description

We're hiring an AVP, Provider Sales to own new logo, upsell and cross-sell, and retention for the Provider 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 Provider market.

You'll own ARR growth and retention for Provider, 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 Provider market: strategy, bookings, team performance, and the executive relationships that drive growth and create customers for life.
• Set the Provider 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 Provider 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, strategy, marketing, and service line leaders at provider 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 Provider 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 provider market.
• Carry customer, competitive, and market insight into the GTM strategy, the Product roadmap, and Marketing priorities.

Qualifications

• Experience selling data or analytics into healthcare providers (required), with deep expertise in the provider market, including hospitals, health systems, and physician groups, 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 strategy, marketing, and service line 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 provider 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

• 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.
• Evidence of building productive teams.
• Ownership of results and forecasting.
• Success through change.

Compensation and Benefits

• The base salary range for this position is $240,000 to $360,000 per year.
• On-target earnings (OTE), including commission, are $400,000 to $600,000 per year.
• Comprehensive benefits package, including medical, dental, and vision coverage.
• Unlimited paid time off.
• Participation in the company's 401(k) plan with employer contribution.

Why we love Definitive Healthcare

• We’re obsessed with data.
• We’re accountable.
• We care deeply.
• We invest in our people.
• We make room for connection and impact.
• We’re a great place to work.