Job Description
About Definitive Healthcare:
At Definitive Healthcare, our mission is simple: to connect with the real people who make healthcare happen. With real data on real people, our customers get the Definitive picture of the Healthcare market to move their businesses and organizations forward.
We’re committed to delivering the industry’s most reliable, actionable, and differentiated insights and empowering the innovators and organizations transforming healthcare. Because when our customers succeed, healthcare improves—for everyone.
Since our founding in 2011, we’ve grown into a global company headquartered just outside Boston, Massachusetts, supporting more than 2,100 customers around the world. Along the way, we’ve built a culture centered on purposeful work, collaboration, curiosity, and meaningful impact.
We’re passionate about the work we do and the people we do it with. Through programs like Definitive Cares and our employee-led affinity groups, we create opportunities for our teams to connect and give back to the communities where we live and work.
About the position:
We’re looking for an experienced Sales Executive to own new-business sales for a defined Life Sciences territory. You’ll run the entire new-business sales cycle from prospecting through close against a proven quota, complemented by inbound leads and Sales Development support.
What you’ll do:
You’ll run the entire new business sales cycle within the Strategic market selling into Life Science organizations. Unlike many hunting roles, you won’t be prospecting alone your outbound effort is complemented by inbound leads and dedicated Sales Development support as you research prospective customers, develop outreach strategies, identify prospects, demo decision makers, and close business. You’ll be coached value selling by a hands-on manager. This is an excellent opportunity for an experienced, driven sales professional ready to own a full-cycle new-business territory within a high-growth healthcare commercial intelligence company!
- Prospect and cold call into target accounts across pharmaceutical, biotech, medical device, and related Life Sciencessegments via phone, email, and LinkedIn to build and manage your own pipeline.
- Develop a deep understanding of how Life Sciences commercial, market access, and business development teams use healthcare commercial intelligence to inform go-to-market strategy.
- Build and nurture relationships with prospects and stakeholders across Sales, Marketing, Commercial Operations, and the C-suite.
- Diagnose each prospect’s business problem and strategic priorities, then lead value engineering and ROI conversations that show how Definitive Healthcare solves it.
- Build and execute your own go-to-market strategy for a defined Life Sciences territory, including account prioritization and a multi-channel outreach cadence.
- You independently lead deals from first call to close, making judgment calls on pricing and contract terms without needing manager sign-off, and you’re a go-to resource for less experienced reps.
- Manage complex sales cycles involving multiple stakeholders including Sales, Sales Ops, Marketing, Legal, Finance, and IT and data-driven buying decisions.
- Track and hit weekly and monthly activity targets calls, meetings booked, and pipeline generated in addition to closing new business at or above quota.
- Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
- Use AI tools to enhance prospecting, research, and deal preparation.
- Flag expansion potential within newly closed accounts to the Account Executive team for future growth.
- Stay current on Life Sciences industry trends, competitive landscape, and regulatory considerations relevant to buying decisions.
What you’ll need:
- BA or BS degree
- 8+ years of experience selling into Strategic or Enterprise accounts, with experience in data or consultative selling; healthcare data experience a plus
- Experience selling data, analytics, or a product with a significant data component required
- Experience selling into Life Sciences- pharmaceutical, biotech, or healthcare strongly preferred
- Documented evidence of consistent quota attainment / top-producer track record
- You’re a seasoned hunter — cold calling, objection handling, and relentless follow-up don’t wear you down after years in the field, they still motivate you
- Strong negotiation and closing skills; experience running multi-stakeholder deal cycles
- Willingness to travel approximately 40% of the time, including industry events and onsite prospect meetings
Compensation and Benefits:
The salary range for this position is $88,000 – $132,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.
Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, flexible paid time off, and participation in the company’s 401(k) plan with employer contribution.
Why we love Definitive Healthcare, and why you will too!
At Definitive Healthcare, our values shape how we work, how we treat one another, and how we deliver for our customers.
We’re obsessed with data. Great companies are built on data customers can rely on. As responsible stewards, we validate rigorously, question assumptions, and use data to make better decisions.
We’re accountable. We take ownership of results, not just tasks. When something needs doing, we step up. When things break, we fix them. We follow things through until the job is done.
We care deeply. About our teammates, our customers, and the impact of what we build. We assume good intent, communicate openly, and support each other through challenges. We always bring maximum energy to everything we do.
We’re also committed to creating an environment where our people feel supported in their work, their wellbeing, and their financial future.
We invest in our people. We offer a competitive benefits package, including comprehensive healthcare benefits and a 401(k) match.
We make room for connection and impact. Definitive Cares is our 100% employee-driven program that creates opportunities to connect with colleagues through affinity groups and make a positive impact on our communities.
We’re a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.
What our Employees are saying about us on Glassdoor:
“Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed.”
-Business Development Manager
“Great team. Amazing growth. Employees are treated very well.”
-Research Analyst
“I have waited 36 years to work at a dream job for a dream company, and I am so happy to have finally got there.”
-Profile Analyst
If you don’t fit all of these qualifications, but believe you’re still a great fit, feel free to apply and tell us why in your cover letter.
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 Hiring Philosophy
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!
