AVP, Provider Sales

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. 

Hospitals, health systems, and physician groups make complex decisions about what service lines to grow, what physicians to bring in network, and where to find the patients that need them the most. You'll have the opportunity help these providers ultimately impact patient lives with Definitive Healthcare data and analytics. 

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.  

You've led sales teams and sales leaders, sold data or analytics into healthcare providers, and know how provider buyers think. 

• →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.

You love being in front of clients, and working deals alongside your sellers. Beyond the experience above, you bring: 

• 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. You enjoy working with reps, coaching discovery, and advancing opportunities, and your involvement makes sellers more capable and independently effective. 
• Evidence of building productive teams. You've improved results across a sales organization, developed strong performers, and made difficult personnel decisions, when needed. 
• Ownership of results and forecasting. You own bookings, pipeline quality, and forecast accuracy, 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. 

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 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!