Enterprise Account Director, Life Sciences

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. 

We’re headquartered in Framingham, Massachusetts, but we have 3 office locations globally, including locations in Sweden, and India. We’ve grown significantly since our founding in 2011 and have expanded our global client base to 2,400+.  

We’re also a great place to work. In 2024, we brought home a number of awards including Built In’s 100 Best Places to Work in Boston, a Stevie Bronze Award for Great Employers, and we were recognized 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 position:

We are looking for a talented and experienced Enterprise Account Director. The EAD conducts themselves as a trusted advisor by leveraging their exceptional sales capabilities and thought leadership to create a positive end to end customer experience focused on delivering the customers desired outcomes. The EAD is responsible for a named portfolio of existing and prospect accounts. In this role you will manage the overall client relationship for upsell and revenue retention with existing clients and build your book of business. You will be supported by a team consisting of Solution Consultants, Analytic Engagement Managers, Customer Service Managers and Sales Development Representatives.

What you’ll do:

• Meet and exceed revenue targets within assigned client and prospect portfolio
• Manage your assigned account team resources so they are deployed across the client portfolio to optimize client engagement, increase revenue and manage risk
• Create and maintain Strategic Account Plans on an ongoing basis with relevant internal stakeholders. The plans focus on client objectives and how Definitive Healthcare can drive client success with stated goals and KPI’s to measure outcomes
• Working with Pre-Sales support team on creation and/ or developing Engagement Letters, Scope of Work (SOW) preparations, and Integration projects where appropriate
• Partnering with internal teams to ensure successful onboard of new clients and delivery of expected client outcomes
• Staying up-to-date on Industry trends and evolving client needs to identify new opportunities
• Accurately forecast opportunities and update all relevant client interactions in the CRM
• Maintain education standards and certification levels in line with job requirements and your career development goals

What you'll need:

• BA or BS Degree
• 10 + years of individual, quota carrying selling experience in SaaS and Consultative services with specialty in BioPharma clients
• Documented history of meeting and exceeding goals
• Experience selling to C-suite and Senior Leadership at Fortune 1000 companies
• Experience identifying, developing, negotiating and closing large-scale deals in complex organizations
• Proactive, needs based selling across an enterprise
• Superior written and verbal communications skills
• A powerful work ethic and comfortable with prospecting, as a part of a team or independently within new and established clients.

Compensation and Benefits: 
The salary range for this position is $87,000 – $163,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual compensation will depend on factors such as experience and qualifications. 

This role is also eligible for a commission plan based on sales performance, in accordance with the company’s commission policy. 

All employees receive standard benefits, 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