Enterprise Account Director

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.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

We’re also 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.

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 Role

We are seeking a driven, strategic Enterprise Account Director to join our Provider Sales team.

As an Enterprise Account Director, you will own a named book of provider accounts composed of health systems across the U.S. You will drive growth through a combination of new logo acquisition, expansion within existing customers, and partnership across the customer lifecycle. In this role, you will manage complex enterprise sales cycles across prospective and current accounts while working closely with Customer Success and cross-functional partners to support renewals, deepen strategic adoption, and identify new opportunities. You will research target accounts, develop thoughtful account strategies, engage senior decision-makers, deliver compelling product demonstrations, and close business in a strategic, relationship-driven sales environment.

What You’ll Do

Own and execute account strategies across a named book of provider accounts, including health systems in both prospect and existing customer segments

Partner with Marketing, Customer Success, and executive leadership to refine and execute go-to-market strategies for the provider segment

Build and expand relationships with executive and operational stakeholders across health systems to identify opportunities and win new business

Manage complex enterprise sales cycles across both new prospects and existing customer accounts

Deliver tailored product demonstrations aligned to provider use cases, business needs, and strategic priorities

Meet or exceed quota through net dollar retention performance, including renewals, upsell and expansion, and new business across the assigned book of accounts

Maintain accurate pipeline visibility, deliver reliable forecasts, and keep CRM account activity current

Support strong renewal and retention outcomes across the assigned book of business

Collaborate across the account team to expand relationships within named health systems and engage new stakeholder groups

Travel as needed for industry conferences, customer events, and on-site meetings with prospects and existing customers

What You'll Bring

8+ years of quota-carrying enterprise sales experience, including success in closing complex new business, expanding existing accounts, and renewing strategic customers

Experience selling into provider organizations, health systems, or other complex healthcare enterprises

Demonstrated track record of consistently achieving quota against net dollar retention or blended revenue goals

Experience selling technology, data, analytics, or research solutions into enterprise healthcare environments

Experience building pipeline through strategic outbound prospecting within a named account model

Ability to navigate and sell to multiple stakeholders across clinical, operational, financial, and executive teams within health systems

Excellent interpersonal, communication, and relationship-building skills

Strong negotiation, deal management, and closing skills

Strong work ethic, sound judgment, and a high level of professionalism, energy, and empathy

Preferred Qualifications:

Experience with Definitive Healthcare

Experience selling provider data, healthcare IT, clinical technology, revenue cycle, or analytics solutions into health systems and provider organizations

Familiarity with provider market dynamics, health system buying processes, and complex multi-stakeholder healthcare sales environments

Familiarity with Salesforce CRM

Compensation and Benefits

The salary range for this position is $68,000-$128,000 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 emplo…