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 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, 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
• Definitive Cares, our community service group, gives all of us a chance to give back
• Competitive benefits package including great healthcare benefits and a 401(k) match

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.