VP, Enterprise Sales

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 Role

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.

What You’ll Do 

You'll lead the full enterprise selling motion while staying close to the field, the deals, and the people on your team. 

• Build the enterprise go-to-market strategy. Define and execute the selling motion for Biopharma, MedTech, Provider, and Diversified. 
• Drive growth. Land new enterprise logos and expand existing accounts through upsell and cross-sell, delivering predictable year-over-year ARR growth. 
• Improve retention. Execute renewal and retention selling so customers stay, expand, and become customers for life. 
• Multithread every account. Coach sellers to build relationships across buying committees, brands, business units, and affiliates, and to engage senior buyers across the enterprise. 
• Run sales management with rigor. Set priorities, inspect opportunities, test buyer evidence, coach value selling and deal strategy, and make performance decisions. 
• Work live deals. Travel with reps, prepare for meetings, join customer calls, and step into key deals and commercial decisions, including pricing guidance and contract approval. 
• Own the forecast. Own bookings, pipeline quality, deal advancements, and forecast accuracy. Raise risks early and report accurately to executive leadership. 
• Build and develop the team. Recruit, hire, develop, and retain top enterprise talent. Address weak performance, enforce standards, and hold sellers accountable. 
• Broaden what your team sells. Help reps learn and sell a wider portfolio of data, analytics, integrations, and connectivity workflows across the enterprise. 
• Build executive relationships. Engage directly with key enterprise customers, especially on strategic or at-risk accounts. 
• Set the standard. Establish performance metrics and hold the team accountable for quota attainment, activity, and pipeline health. 
• Sell as one team. Partner with Growth and Strategic sales leadership and with Marketing, Solutions and Analytics Consulting, Customer Experience, Product, and Finance. Use shared systems and methodology (Value Selling, Salesforce), and represent Enterprise in executive reporting and meetings. 

What You'll Bring

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.

What great looks like

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. 

Compensation and Benefits

The base salary range for this position is $278,400 to $417,600 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Target on-target earnings (OTE), including commission, is $464,000 to $696,000 per year. 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, unlimited 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!