Sales Executive, Diversified

Title: Sales Executive, Diversified Location: Framingham, MA; Remote

About the Role

We're looking for an experienced Sales Executive to own new-business sales for a defined Diversified territory. You'll run the entire new-business sales cycle from prospecting through close against a proven quota, complemented by inbound leads and Sales Development support.

What You’ll Do

You'll run the entire new business sales cycle within the Strategic market selling into Diversified organizations. Unlike many hunting roles, you won't be prospecting alone your outbound effort is complemented by inbound leads and dedicated Sales Development support as you research prospective customers, develop outreach strategies, identify prospects, demo decision makers, and close business. You'll be coached value selling by a hands-on manager. This is an excellent opportunity for an experienced, driven sales professional ready to own a full-cycle new-business territory within a high-growth healthcare commercial intelligence company!

• Prospect and cold call into target accounts across pharmaceutical, biotech, medical device, and related Diversified segments via phone, email, and LinkedIn to build and manage your own pipeline.
• Develop a deep understanding of how Diversified commercial, market access, and business development teams use healthcare commercial intelligence to inform go-to-market strategy.
• Build and nurture relationships with prospects and stakeholders across Sales, Marketing, Commercial Operations, and the C-suite.
• Diagnose each prospect’s business problem and strategic priorities, then lead value engineering and ROI conversations that show how Definitive Healthcare solves it.
• Build and execute your own go-to-market strategy for a defined Diversified territory, including account prioritization and a multi-channel outreach cadence.
• You independently lead deals from first call to close, making judgment calls on pricing and contract terms without needing manager sign-off, and you're a go-to resource for less experienced reps.
• Manage complex sales cycles involving multiple stakeholders including Sales, Sales Ops, Marketing, Legal, Finance, and IT and data-driven buying decisions.
• Track and hit weekly and monthly activity targets calls, meetings booked, and pipeline generated in addition to closing new business at or above quota.
• Accurately forecast opportunities and maintain pipeline hygiene in Salesforce.
• Use AI tools to enhance prospecting, research, and deal preparation.
• Flag expansion potential within newly closed accounts to the Account Executive team for future growth.
• Stay current on Diversified industry trends, competitive landscape, and regulatory considerations relevant to buying decisions.

What You'll Bring

• BA or BS degree
• 8+ years of experience selling into Strategic or Enterprise accounts, with experience in data or consultative selling; healthcare data experience a plus.
• Experience selling data, analytics, or a product with a significant data component required.
• Experience selling into Diversified, pharmaceutical, biotech, or healthcare strongly preferred.
• Documented evidence of consistent quota attainment / top-producer track record.
• You're a seasoned hunter — cold calling, objection handling, and relentless follow-up don't wear you down after years in the field, they still motivate you.
• Strong negotiation and closing skills; experience running multi-stakeholder deal cycles.
• Willingness to travel approximately 40% of the time, including industry events and onsite prospect meetings.

Compensation and Benefits

The base salary range for this position is $88,000–$132,000 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 uncapped commission, is $176,000–$264,000 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.