[Hiring] Senior Associate Account Executive @Definitive Healthcare, US

Role Description

We're looking for an experienced Senior Associate Account Executive to own retention and expansion for a portfolio of Diversified accounts. You'll manage the full client relationship, drive renewals, and identify upsell and cross-sell opportunities, supported by Solutions Consultants and Customer Success.

You'll own the full lifecycle of a named portfolio of existing Diversified accounts spanning strategic organizations acting as a trusted advisor long after the initial sale. Your day-to-day will be supported by Solutions Consultants and Customer Success Managers as you build account plans, track relationship health, uncover expansion opportunities across new teams and use cases, lead renewal negotiations, and grow your book of business year over year. This is an excellent opportunity for a motivated and driven sales professional looking to take their account management career to the next level within a high-growth healthcare commercial intelligence company!

• Meet and exceed retention and expansion revenue targets within your assigned account portfolio.
• Own renewal conversations and close on-time, on-value renewals.
• Build and nurture relationships across your existing accounts going deeper within the teams you already serve, wider into new departments and functions (Sales, Marketing, Commercial Operations), and up to senior and C-suite stakeholders to uncover expansion opportunities and grow your book of business.
• Identify up-sell and cross-sell opportunities within existing accounts, in partnership with Customer Success.
• Build and maintain account plans tied to client objectives and measurable outcomes.
• 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 and Customer Success to execute account strategy.
• Develop a deep understanding of how Diversified organizations (commercial, market access, sales operations, and business development teams) use healthcare commercial intelligence and data to inform go-to-market strategy.
• Manage all facets of complex sales cycles, often involving multiple stakeholders including Sales Ops, Marketing, Legal, Finance, and IT and data-driven buying decisions.
• Lead value engineering and ROI conversations tailored to each account’s business case.

Qualifications

• BA or BS degree.
• 5+ years of experience in Enterprise or Strategic sales, with experience in data or consultative selling; healthcare data experience a plus.
• Documented history of meeting or exceeding a competitive sales quota and account targets, with strong negotiation and closing skills.
• The ability to navigate deals independently day-to-day, looping in your manager when pricing, contract terms, or strategic exceptions need a second set of eyes.
• Strategic account planning and execution skills.
• Exceptional written, verbal, interpersonal, and presentation skills; you prioritize and value a disciplined sales process.
• Must be highly self-motivated and able to work with little direct supervision.
• Ability to work with and influence a wide range of stakeholders from day-to-day end users to C-level executives including commercial leadership within Diversified organizations.
• Skilled at navigating complex organizations to identify and engage key decision-makers.
• A passion for solving customer business problems.
• Willingness to travel approximately 25% of the time, including participation in quarterly business reviews, industry events, and onsite customer visits.
• Experience selling into the Diversified industry strongly preferred.

Benefits

• The base salary range for this position is $64,000–$96,000 per year.
• Target on-target earnings (OTE), including commission, is $128,000–$192,000 per year.
• All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage.
• Unlimited paid time off.
• Participation in the company’s 401(k) plan with employer contribution.