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 a motivated Sales Executive to join our New Business Sales team, focused on our life sciences vertical. If you want to work at a fast-paced company with high growth, keep reading!

What you'll do

You’ll own the new business sales cycle across a varied set of life sciences opportunities, selling to pharmaceutical, biotech, medical device, and related organizations. Inbound leads and inside sales support will complement your outbound work. You’ll build your own territory plan, run deals from first conversation to close, and work with general guidance from your sales leader, who’ll step in on your most complex or unfamiliar deals. This is a strong fit for a sales professional ready to broaden their range in a high-growth healthcare data and analytics company.

Build and run a territory plan: research, identify, and engage prospects across pharmaceutical, biotech, medical device, and other life sciences organizations, and decide where to focus your time
Manage the full sales cycle across a mix of deal sizes and buying situations, including multi-stakeholder, data-driven decisions, and adjust your approach to each account
Build working knowledge of how life sciences commercial, market access, sales operations, and business development teams use healthcare data and analytics to shape go-to-market strategy, and use it to tailor your outreach and demos
Build and grow relationships with stakeholders across Sales, Marketing, Commercial Operations, and the C-suite to find opportunities and win new business
Deliver tailored online product demos for life sciences use cases
Partner with Marketing and Inside Sales to follow up on all leads in your territory, and share feedback that helps the team improve lead quality and conversion
Handle common objections, pricing questions, and contract terms independently within established guidelines, and bring in your manager and internal partners for non-standard terms or unfamiliar situations
Close new business consistently at or above quota, contributing to team bookings and pipeline goals
Forecast opportunities accurately, keep the CRM current, and flag risks to your pipeline early
Stay current on life sciences trends, the competitive landscape, and regulatory considerations that affect your prospects’ buying decisions
Share what works with your teammates, such as outreach approaches, demo techniques, and competitive insights

What you'll need

BA or BS degree
Three or more years of individual quota-carrying, closing sales experience
Experience selling data, analytics, or a product with a significant data component
Experience selling into life sciences, pharmaceutical, biotech, or healthcare organizations strongly preferred, with working knowledge of how commercial teams evaluate and buy data solutions
Documented history of meeting or exceeding quota and ranking among top producers
Experience delivering product demos over the web
Experience in a cold-calling sales environment