VP of Growth Sales & Customer Success

At Definitive Healthcare, our passion is to transform data, analytics and expertise into healthcare commercial intelligence. We help clients uncover the right markets, opportunities and people, so they can shape tomorrow’s healthcare industry. Our SaaS platform creates new paths to commercial success in the healthcare market, so companies can identify where to go next.  

Our employees are kind, collaborative, energetic, approachable and driven. On top of that, we value the unique perspectives, backgrounds and voices of our employees. Why? Because their diverse experiences drive new ideas and help us build a better community. 

For over 10 years, we’ve built a collaborative culture driven by employees who share a passion for improving the healthcare ecosystem, enjoy giving back to the local community and value diversity and inclusion.  

One of the hallmarks of our culture is our commitment to community service. Through the DefinitiveCares program, employees can work with their choice of more than 40 charitable organizations, supporting causes from hunger and homelessness to healthcare, LGBTQ+ issues, racial justice, women’s initiatives and more. 2021 marked the sixth year that we had 100% employee participation in DefinitiveCares. 

We also provide a range of opportunities for employees to connect with each other. Employees can join any of our employee run affinity groups supporting causes such as women’s empowerment, LGBTQ+, Black, indigenous and people of color (BIPOC), disabilities and working parents and potential for many more. Affinity groups often enable greater education companywide through training, events and speaker series. 

We’re also a great place to work. For five years in a row, we’ve been recognized by the Boston Business Journal and the Boston Globe as a best place to work in Massachusetts. In 2022, Energage recognized us for Culture Excellence in Compensation & Benefits, Innovation, Great Leadership, Purpose & Value and Work-Life Flexibility! 

Think you’d be a good addition to our team? Explore our available positions here. We’d love the chance to get to know you.  

The ideal candidate has proven experience in managing, building and encouraging a team to achieve weekly, monthly, and quarterly targets. As VP of Growth Sales & Customer Success for Definitive Healthcare, you will be leading highly visible, strategic efforts and building and expanding a large team supporting our Growth market segment.

Responsibilities

• Setting up the team to hit monthly and quarterly quotas
• Supporting direct reports by participating and leading in prospect and customer meetings 
• Ongoing mentoring and development of the sales team, includes recruiting, on-boarding and training new Sales Executives and Account Managers, team events and culture building
• Conducting weekly forecast meetings and key deal reviews. Coaching direct reports on strategies to drive closure - both for new business prospects and customer expansion accounts
• Use sales metrics to manage the team and individual SE & AMs, tracking the results and succinctly reporting to senior management
• Identifying ways to innovate our sales model, including product demonstrations, automation of manual tasks, and implementing with marketing & product teams
• Evolve & refine the sales strategy, process and tactics to improve performance
• Working closely with your cross functional teams in scaling our GTM strategy including marketing, advocacy, sales development, customer success, etc.
• Manage the customer lifecycle engagement including pre-sales, sales and post sales customer engagement and growth.

Requirements

• Extensive experience in software sales, with considerable experience in SaaS/Customer Support/Sales/CRM
• Strong experience in Top of Funnel activities including inbound lead conversion and outbound prospecting
• Experience with full customer lifecycle management
• Consistent performance of overachievement
• Minimum 5 years of sales management experience
• Passionate about training early career reps, and validated experience building a great working environment
• Able to thrive in an agile growth environment - you move quickly, think strategically, and are strong at tactical execution
• Proven ability to work cross-functionally with customer-facing and back-office teams
• Excellent presentation, organization, and listening skills

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
• Defin