Senior Account Executive, Diversified

Definitive Healthcare

. Own retention and expansion revenue for a portfolio of large, strategic Diversified accounts .

Posted 11/5/2026full-timeRemote • United StatesSenior💰 $112,000 - $168,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management, including retention and expansion revenue for large, diversified accounts. Proven ability to build executive relationships, lead cross-functional teams, and navigate complex negotiations to achieve business outcomes.

Highest-signal resume keywords

Strategic Account PlanningRetention And Expansion Revenue ManagementCross-Functional Team LeadershipNegotiation And Closing SkillsFinancial Acumen

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Data SellingConsultative SellingSalesforce Pipeline ManagementContract NegotiationPricing StrategyAccount PlanningValue EngineeringROI PresentationForecasting OpportunitiesMentoring Account Executives

Soft Skills

Exceptional Communication SkillsInterpersonal SkillsExecutive PresenceProblem-Solving SkillsInfluencing Without Authority

Tools & Technologies

AI Tools For Account ResearchSalesforce

Industry Keywords

Diversified IndustryEnterprise AccountsC-Level EngagementStakeholder ManagementCustomer Business Problems

About the role

Key responsibilities & impact

Own retention and expansion revenue for a portfolio of large, strategic Diversified accounts
Build and lead Strategic Account Plans spanning multiple business units, products, and stakeholder groups
Develop and sustain executive relationships from end users to C-suite and senior commercial leaders
Act as a trusted advisor connecting healthcare commercial intelligence to client go-to-market strategy and business outcomes
Resolve complex account situations, including at-risk renewals, competitive threats, budget compression, mergers, reorganizations, and adoption gaps
Identify and lead cross-sell and up-sell expansion opportunities
Lead renewal and expansion negotiations with Legal, Finance, and Procurement stakeholders
Apply commercial judgment to pricing, margin, and contract structure
Lead cross-functional account teams across Solutions Consulting, Customer Success, Product, Legal, and Finance
Lead value engineering and ROI conversations and present results in executive business reviews
Share account insights and customer feedback to improve account planning, renewal, and expansion practices
Mentor and coach less-experienced Account Executives
Forecast opportunities and maintain pipeline hygiene in Salesforce
Use AI tools for account research, deal preparation, and productivity
Track industry trends and evolving client needs to identify opportunities

Requirements

What you’ll need

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 and retain and grow at-risk relationships
Experience negotiating and closing multi-year, multi-division service contracts
Financial acumen, including pricing and margin trade-offs in negotiation strategy
Ability to work with and influence stakeholders from end users to C-level executives
Skill 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 with strong executive presence
Disciplined sales process
Experience mentoring or coaching less-experienced sellers
Passion for solving customer business problems
Willingness to travel approximately 40% of the time, including executive business reviews, industry events, and onsite customer visits
Experience selling into the Diversified industry strongly preferred

Benefits

Comp & perks

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