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Enterprise Account Director

Definitive

Framingham, MA

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JOB DETAILS
SALARY
$68,000–$101,500 Per Year
SKILLS
Business Development, Business Strategy, Communication Skills, Community and Social Services, Compensation and Benefits, Conferences, Cross-Functional, Customer Relationship Management (CRM), Customer Retention/Renewal, Customer Support/Service, Data Analysis, Develop and Maintain Customers, Enterprise Sales, Exceeded Sales Goal, Executive Relationships, Facebook, Forecasting, Health Information Technology, Healthcare, Healthcare Providers, Interpersonal Skills, Leadership, Market Entry Strategy, Market Segmentation, Marketing, Negotiation Skills, Organizational Skills, Philosophy, Product Demonstration, Purchasing/Procurement, Reimbursement, Revenue Growth, Sales, Sales Closing Skills, Sales Cycle, Sales Management, Sales Pipeline, Sales Prospecting, Sales Strategy, Salesforce.com, Strategic Accounts, Strategic Planning, Team Player, Technology Sales, Up-Selling, Use Cases, Willing to Travel
LOCATION
Framingham, MA
POSTED
Today
About Definitive Healthcare:

At Definitive Healthcare (NASDAQ: DH), we're passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people-paving the way for smarter decisions and greater impact.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers sinceour founding in 2011.

We're also a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In's 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

About the Role

We are seeking a driven, strategic Enterprise Account Director to join our Provider Sales team.

As an Enterprise Account Director, you will own a named book of provider accounts composed of health systems across the U.S. You will drive growth through a combination of new logo acquisition, expansion within existing customers, and partnership across the customer lifecycle. In this role, you will manage complex enterprise sales cycles across prospective and current accounts while working closely with Customer Success and cross-functional partners to support renewals, deepen strategic adoption, and identify new opportunities. You will research target accounts, develop thoughtful account strategies, engage senior decision-makers, deliver compelling product demonstrations, and close business in a strategic, relationship-driven sales environment.

What You'll Do
  • Own and execute account strategies across a named book of provider accounts, including health systems in both prospect and existing customer segments
  • Partner with Marketing, Customer Success, and executive leadership to refine and execute go-to-market strategies for the provider segment
  • Build and expand relationships with executive and operational stakeholders across health systems to identify opportunities and win new business
  • Manage complex enterprise sales cycles across both new prospects and existing customer accounts
  • Deliver tailored product demonstrations aligned to provider use cases, business needs, and strategic priorities
  • Meet or exceed quota through net dollar retention performance, including renewals, upsell and expansion, and new business across the assigned book of accounts
  • Maintain accurate pipeline visibility, deliver reliable forecasts, and keep CRM account activity current
  • Support strong renewal and retention outcomes across the assigned book of business
  • Collaborate across the account team to expand relationships within named health systems and engage new stakeholder groups
  • Travel as needed for industry conferences, customer events, and on-site meetings with prospects and existing customers
What You'll Bring
  • 8+ years of quota-carrying enterprise sales experience, including success in closing complex new business, expanding existing accounts, and renewing strategic customers
  • Experience selling into provider organizations, health systems, or other complex healthcare enterprises
  • Demonstrated track record of consistently achieving quota against net dollar retention or blended revenue goals
  • Experience selling technology, data, analytics, or research solutions into enterprise healthcare environments
  • Experience building pipeline through strategic outbound prospecting within a named account model
  • Ability to navigate and sell to multiple stakeholders across clinical, operational, financial, and executive teams within health systems
  • Excellent interpersonal, communication, and relationship-building skills
  • Strong negotiation, deal management, and closing skills
  • Strong work ethic, sound judgment, and a high level of professionalism, energy, and empathy
Preferred Qualifications:
  • Experience with Definitive Healthcare
  • Experience selling provider data, healthcare IT, clinical technology, revenue cycle, or analytics solutions into health systems and provider organizations
  • Familiarity with provider market dynamics, health system buying processes, and complex multi-stakeholder healthcare sales environments
  • Familiarity with Salesforce CRM
Compensation and Benefits

The salary range for this position is $68,000-101,500 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.

Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. 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.

Why we love Definitive, and why you will too!
  • Industry leading products
  • Work hard, and have fun doing it
  • Incredibly fast growth means limitless opportunity
  • Flexible and dynamic culture
  • Work alongside some of the most talented and dedicated teammates
  • Definitive Cares, our community service group, gives all of us a chance to give back
  • Competitive benefits package including great healthcare benefits and a 401(k) match


What our Employees are saying about us on Glassdoor:

"Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed."

-Business Development Manager

"Great team. Amazing growth. Employees are treated very well."

-Research Analyst

"I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there."

-Profile Analyst

If you don't fit all of these qualifications, but believe you're still a great fit, feel free to apply and tell us why in your cover letter.

If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.

Definitive Hiring Philosophy

Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you're interested in working in a fast growing, exciting working environment - we encourage you to apply!

Privacy
Your privacy is important to us. Please review our Candidate Privacy Notice which tells you how we use and process your personal information.

Please note: All communications regarding the hiring process at Definitive Healthcare will come directly from one of our corporate recruiters or coordinators using an @definitivehc.com email address. We do not advertise open roles on Facebook and will never request money transfers or ask candidates to purchase equipment with a promise of reimbursement. If you receive any suspicious communication, please contact careers@definitivehc.com to verify your status in the application process.

About the Company

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Definitive