[Hiring] VP, Enterprise Sales @Definitive Healthcare, US

Role Description

We're hiring a VP, Enterprise Sales to build and run a dedicated enterprise selling motion across four markets: Biopharma, MedTech, Provider, and Diversified. This is a senior leadership role, not an individual contributor role. You'll lead 15 senior sellers made up of Sales Executives and Account Executives, who each respectively either grow an existing book of business through upsell, cross-sell and retention or drive business development with prospects and win new logos within named accounts in their respective market territories.

You own revenue growth through new logo acquisition, upsell and cross-sell expansion, and increased retention across the customer base with the ultimate goal of creating customers for life. You'll report to the Head of Sales and partner closely with Marketing, Solutions and Analytics Consulting, Customer Experience, Product, and Finance.

What You’ll Do

• Lead the full enterprise selling motion while staying close to the field, the deals, and the people on your team.
• Build the enterprise go-to-market strategy.
• Define and execute the selling motion for Biopharma, MedTech, Provider, and Diversified.
• Drive growth.
• Land new enterprise logos and expand existing accounts through upsell and cross-sell, delivering predictable year-over-year ARR growth.
• Improve retention.
• Execute renewal and retention selling so customers stay, expand, and become customers for life.
• Multithread every account.
• Coach sellers to build relationships across buying committees, brands, business units, and affiliates, and to engage senior buyers across the enterprise.
• Run sales management with rigor.
• Set priorities, inspect opportunities, test buyer evidence, coach value selling and deal strategy, and make performance decisions.
• Work live deals.
• Travel with reps, prepare for meetings, join customer calls, and step into key deals and commercial decisions, including pricing guidance and contract approval.
• Own the forecast.
• Own bookings, pipeline quality, deal advancements, and forecast accuracy. Raise risks early and report accurately to executive leadership.
• Build and develop the team.
• Recruit, hire, develop, and retain top enterprise talent. Address weak performance, enforce standards, and hold sellers accountable.
• Broaden what your team sells.
• Help reps learn and sell a wider portfolio of data, analytics, integrations, and connectivity workflows across the enterprise.
• Build executive relationships.
• Engage directly with key enterprise customers, especially on strategic or at-risk accounts.
• Set the standard.
• Establish performance metrics and hold the team accountable for quota attainment, activity, and pipeline health.
• Sell as one team.
• Partner with Growth and Strategic sales leadership and with Marketing, Solutions and Analytics Consulting, Customer Experience, Product, and Finance. Use shared systems and methodology (Value Selling, Salesforce), and represent Enterprise in executive reporting and meetings.

Qualifications

• 10+ years in enterprise in DaaS sales, including selling data, analytics, integrations, and connectivity workflows, with progressive leadership experience building and managing high-performing enterprise sales teams.
• Healthcare selling experience (required), with a strong understanding of the data and analytics ecosystem in the healthcare landscape.
• Hands-on experience running retention, upsell/cross-sell, and new logo sales.
• Proven experience multithreading across enterprise buying committees, brands, business units, and affiliates, with a firm grasp of how enterprise buyers make decisions.
• A track record of exceeding revenue targets, both as an individual contributor earlier in your career and as a sales leader today.
• Experience recruiting, hiring, developing, and retaining top enterprise sales talent.
• Strong executive presence and experience engaging and negotiating with C-suite stakeholders at large organizations.
• Skills in pipeline management, forecasting, and deal-level commercial judgment, including 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 and playbooks and driving adoption of a sales methodology.
• Willingness to travel about 40% to 50% of the time for customer meetings, quarterly business reviews (QBRs), industry events, and onsites with your team.
• BA or BS degree; MBA a plus.

What great looks like

• Leadership presence and urgency.
• Someone the team wants to follow, who brings energy, sets clear priorities, and turns direction into action.
• A passion for sellers and live deals.
• You enjoy preparing for meetings, coaching discovery, building executive relationships, and advancing opportunities. Your involvement makes sellers more capable and independently effective.
• Evidence of building productive teams.
• You've improved results across a sales organization, beyond your own deals. You develop strong performers, address weaknesses, enforce standards, and make difficult personnel decisions when needed.
• Ownership of results and forecasting.
• You own bookings, pipeline quality, deal advancement, and forecast accuracy. You inspect buyer evidence, 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 $278,400 to $417,600 per year.
• Target on-target earnings (OTE), including commission, is $464,000 to $696,000 per year.
• 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.