Account Executive
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Job Description
Account Executive retaining and expanding strategic Diversified accounts for Definitive Healthcare, a healthcare commercial intelligence company. Leading complex renewals, negotiations, forecasting, and stakeholder relationships.
Responsibilities:
- Act as a trusted advisor to a named portfolio of medium-to-large existing Diversified accounts
- Own the overall client relationship for retention and expansion
- Own the full lifecycle of existing accounts as a strategic partner after the initial sale
- Meet and exceed revenue targets within the assigned client portfolio
- Retain and grow a book of business year over year
- Build and nurture relationships across existing teams, departments, and senior/C-suite stakeholders
- Identify upsell and cross-sell opportunities, including across therapeutic areas
- Apply pricing, margin, and contract-structure judgment to renewal and expansion proposals
- Flag and help resolve account-level risks affecting renewal or expansion
- Lead renewal negotiations with Legal, Finance, and Procurement stakeholders
- Close multi-year service contracts
- Build and maintain Strategic Account Plans tied to client objectives and measurable KPIs
- Accurately forecast opportunities and maintain Salesforce pipeline hygiene
- Use AI tools for account research, deal preparation, and productivity
- Coordinate with Solutions Consultants, Customer Success, and Sales Development
- Develop deep understanding of how Diversified organizations use healthcare commercial intelligence and data for go-to-market strategy
- Manage complex sales cycles involving Sales Operations, Marketing, Legal, Finance, IT, and other stakeholders
- Lead value engineering and ROI conversations
- Track industry trends and evolving client needs to identify opportunities
Requirements:
- BA or BS degree
- 8+ years of experience selling into Strategic or Enterprise accounts
- Experience in data or consultative selling; healthcare data experience a plus
- Documented history of meeting or exceeding competitive sales quotas and account targets
- Strong negotiation and closing skills
- Strategic account planning and execution skills
- Exceptional written, verbal, interpersonal, and presentation skills
- Disciplined sales process
- Ability to independently lead deals from first call to close
- Ability to make judgment calls on pricing and contract terms without manager sign-off
- Ability to serve as a resource for less experienced representatives
- Ability to influence stakeholders from end users to C-level executives
- Skill 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
- Passion for solving customer business problems
- Willingness to travel approximately 40% of the time, including quarterly business reviews, industry events, and onsite customer visits
Benefits:
- Medical coverage
- Dental coverage
- Vision coverage
- Unlimited paid time off
- 401(k) plan with employer contribution/match
- Company bonus or commission plan eligibility, depending on the position
- Comprehensive benefits package
- Definitive Cares employee-driven program
- Employee-led affinity groups
- Opportunities to connect with colleagues and contribute to communities
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