Sales Manager, New Business

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.  

Our expansion has created the need for an energetic and motivated Sales Manager to join our New Business Sales Team. If you would like to work at a fast-paced company that is experiencing growth, keep reading!

Your Challenge:

As the New Business Sales Manager, you will be responsible for the leadership, hiring, development, and performance of a team of quota carrying Life Science sales professionals focused on new logo acquisition. You will work closely with team members to drive new meetings, create opportunity pipeline, and help close business. Success for this position will be measured in terms of quota attainment, new logo acquisition, meeting volume, pipeline creation and close ratio. This is a hands-on position that requires both sales coaching as well as rolling up the sleeves to personally get involved with closing the larger and strategic deals. The ideal candidate will be expected to consistently deliver exceptional sales results, operate with a growth mindset, consider both the short-term as well as the bigger picture and create a winning and positive team environment. 

What you'll do: 

• Meet or exceed monthly, quarterly, and annual team revenue quotas and KPI targets
• Build a metrics-based culture of excellence; focused on activity, accountability and achievement
• Directly assist in all phases of the sales process including prospecting, value proposition, product demonstration, follow-up and closing
• Hire, train, and develop new team members to achieve their full potential
• Create a fun and positive high performance work environment that celebrates success
• Coach, mentor, and instill leadership and management best practices throughout the organization
• Assist in identifying training needs and assist in the creation and deployment of effective training programs

What you’ll need:

• 5+ years of New Business sales experience
• 2+ years of front-line sales management experience and a process-oriented mindset
• Proven ability to be successful in a high velocity sales environment
• Desire to be hands on and an active participant in prospecting, product demonstrations and closing new business
• Track record of consistent overachievement, both as an individual contributor and manager
• Passion for developing team members and teaching a growth mindset
• Motivated, high energy with a commitment to sustained excellence
• Ability to work and lead teams dynamically in both an in-office setting as well as remote settings
• Life Sciences experience preferred
• Salesforce.com experience a plus