Senior Account Executive, BioPharma

The role

You will own retention and growth for a portfolio of large, strategic BioPharma accounts. You will serve as an executive-level advisor, lead complex renewal and expansion programs, and manage cross-functional account teams.

What you will do

• Own retention and expansion revenue for a portfolio of large, strategic BioPharma accounts.
• Build and lead Strategic Account Plans tied to client objectives and measurable KPIs.
• Develop and sustain executive relationships from end users to C-suite.
• Act as a trusted advisor to help clients connect intelligence to business outcomes.
• Resolve complex, ambiguous account situations like at-risk renewals or budget compression.
• Identify and lead large expansion opportunities through cross-sell and up-sell.
• Lead renewal and expansion negotiations with Legal, Finance, and Procurement.
• Use commercial judgment on pricing, margin, and contract structure.
• Lead cross-functional account teams to align on strategy and deliver value.
• Lead value engineering and ROI conversations and present results in executive business reviews.

Required qualifications

• BA or BS degree.
• 10+ years of experience selling into or managing Strategic or Enterprise accounts.
• Substantial experience in data or consultative selling.
• Documented, multi-year history of meeting or exceeding retention and expansion targets for large, strategic accounts.
• Strategic account planning and execution skills with enterprise, multi-stakeholder clients.
• Proven ability to solve ambiguous, high-stakes account situations.
• Experience negotiating and closing multi-year, multi-division service contracts.
• Financial acumen, including pricing and margin trade-offs.
• Ability to work with and influence a wide range of stakeholders, from end users to C-level executives.
• Skilled at navigating complex organizations to identify and engage key decision-makers.
• Experience leading cross-functional account teams and influencing without authority.
• Exceptional written, verbal, interpersonal, and presentation skills.

Nice to have

• healthcare data experience
• Experience selling into the Biopharma industry

Benefits

• medical, dental, and vision coverage
• flexible paid time off
• 401(k) plan with employer contribution

About the company

Definitive Healthcare is a global company headquartered just outside Boston, Massachusetts, that provides healthcare market data and insights. Since 2011, they have supported more than 2,100 customers around the world.