Sales Executive

Definitive Healthcare

. Own new-business sales for a defined Diversified territory .

Posted 11/10/2026full-timeRemote • Massachusetts • United StatesSeniorLead💰 $88,000 - $132,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in new-business sales within the Diversified sector, leveraging strong negotiation and closing skills to manage complex, multi-stakeholder sales cycles. Proficient in utilizing data-driven insights and AI tools to enhance prospecting and pipeline management.

Highest-signal resume keywords

New-Business SalesData SellingMulti-Stakeholder Deal CyclesNegotiation SkillsQuota Attainment

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementCold CallingObjection HandlingPipeline ManagementForecastingAccount PrioritizationValue EngineeringROI ConversationsContract NegotiationSalesforce

Soft Skills

Relationship BuildingPersistent Follow-UpCommunication SkillsProblem DiagnosisCollaboration

Tools & Technologies

AI ToolsSales Development SupportSalesforce

Industry Keywords

DiversifiedPharmaceuticalBiotechHealthcareCommercial IntelligenceC-Suite StakeholdersStrategic AccountsEnterprise AccountsData AnalyticsRegulatory Considerations

About the role

Key responsibilities & impact

Own new-business sales for a defined Diversified territory
Run the full new-business sales cycle from prospecting through close against a proven quota
Prospect and cold call target accounts across pharmaceutical, biotech, medical device, and related Diversified segments via phone, email, and LinkedIn
Build and manage a personal pipeline using inbound leads and Sales Development support
Develop understanding of how Diversified teams use healthcare commercial intelligence for go-to-market strategy
Build and nurture relationships with Sales, Marketing, Commercial Operations, and C-suite stakeholders
Diagnose prospect business problems and lead value engineering and ROI conversations
Build and execute a go-to-market strategy, including account prioritization and multi-channel outreach
Lead deals independently from first call to close, including pricing and contract-term decisions
Manage complex, multi-stakeholder sales cycles involving Sales, Sales Ops, Marketing, Legal, Finance, and IT
Track weekly and monthly activity targets and close new business at or above quota
Forecast opportunities and maintain pipeline hygiene in Salesforce
Use AI tools for prospecting, research, and deal preparation
Flag expansion potential in newly closed accounts to the Account Executive team
Stay current on industry trends, competitive landscape, and regulatory considerations

Requirements

What you’ll need

BA or BS degree
8+ years of experience selling into Strategic or Enterprise accounts
Experience in data or consultative selling
Experience selling data, analytics, or a product with a significant data component
Experience selling into Diversified, pharmaceutical, biotech, or healthcare strongly preferred
Documented evidence of consistent quota attainment / top-producer track record
Experience with cold calling, objection handling, and persistent follow-up
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

Benefits

Comp & perks

Medical coverage
Dental coverage
Vision coverage
Unlimited paid time off
401(k) plan with employer contribution
Company bonus or commission plan eligibility, depending on position
Comprehensive healthcare benefits
401(k) match
Definitive Cares employee-driven program
Employee-led affinity groups
Opportunities to connect with colleagues and make a positive impact on communities