VP, Enterprise Sales

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.

The ideal candidate is a proven enterprise sales leader who has built and scaled high-performing teams selling data and analytics in to the healthcare ecosystem, with the executive presence and operational rigor to drive predictable revenue growth while engaging top buyers in a competitive market. 

• →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.

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

• 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. 

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!