Health, Information Technology & Services, Data & Analytics

AVP, BioPharma Sales

Framingham, MAHybridFull TimeVice President$240,000–$366,000 /yrPosted 1 day agoVisa sponsorship available

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Required skills

Biopharma
SaaS
DaaS
data analytics
sales leadership
new logo acquisition
upsell
cross-sell
retention
midmarket

Role summary

Definitive Healthcare is seeking an AVP, Biopharma Sales to lead a team of 11 sellers and one sales leader, driving new logo acquisition, upsell, cross-sell, and retention within the Biopharma market. This role is responsible for setting the Biopharma growth strategy, defining and executing go-to-market plans, and achieving predictable ARR growth. The AVP will manage the full customer lifecycle, ensure rigorous sales management, and build a high-performing team. Key responsibilities include working live deals, owning the revenue plan, building executive relationships, and providing accurate forecasting. The ideal candidate has 10+ years of SaaS/DaaS sales experience, including selling data or data-driven solutions into Biopharma, with a proven track record of exceeding revenue targets and scaling sales teams. Experience in midmarket, SMB, and start-up sales motions is essential. Strong executive presence, financial acumen, and experience with sales methodologies like Value Selling and Salesforce are required.

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 Role

We're hiring an AVP, Biopharma Sales to own new logo, upsell and cross-sell, and retention for the Biopharma market across our Strategic and Growth selling motions. Together, those motions cover the midmarket, SMB, and start-up segments. You'll lead a team of 11 sellers and one sales leader, and you'll help shape and define how Definitive Healthcare grows in the Biopharma market.

Biopharma companies see themselves as science-driven organizations advancing medicine. You'll have the opportunity to help their commercial, medical affairs, market access, and R&D teams find the right markets, opportunities, and stakeholders with Definitive Healthcare data and analytics.

You'll own ARR growth and retention for Biopharma, reporting into the Head of Sales. You will partner closely with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance.

What You’ll Do

You'll own results for the Biopharma market: strategy, bookings, team performance, and the executive relationships that drive growth and create customers for life.

Set the Biopharma growth strategy. Define and deliver the go-to-market plan for the Strategic and Growth motions, driving predictable, sustained year-over-year ARR growth.

Own the full customer lifecycle. Lead new logo acquisition, upsell and cross-sell, and retention across midmarket, SMB, and start-up accounts, with the goal of creating customers for life.

Run sales management with rigor. Set priorities, inspect opportunities, coach discovery and deal strategy, and hold your team accountable for quota attainment, pipeline health, forecast accuracy, and customer outcomes.

Build and develop the team. Recruit, hire, develop, and retain your sellers and your sales leader. Address weak performance, enforce standards, and build the bench so the Biopharma sales organization can scale.

Work live deals. Join customer meetings, prepare sellers for executive conversations, and step into key deals and commercial decisions, including pricing guidance and contract approval.

Own the revenue plan. Deliver on target while operating within pricing and discounting guardrails, with a clear view of the financial impact on Definitive Healthcare.

Build executive relationships. Engage C-suite and senior commercial, medical affairs, market access, and R&D leaders at Biopharma customers and serve as the executive sponsor on the largest strategic and at-risk accounts.

Forecast with judgment. Deliver accurate forecasting and pipeline reporting to executive leadership, raise risks early, and represent Biopharma in executive-level business reviews.

Align across the company. Partner with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance on go-to-market priorities, investments, and trade-offs.

Sell as one team. Partner with the other market sales leaders and Enterprise sales leadership so every market runs as one organization, with consistent systems, a shared methodology (Value Selling and Salesforce), and shared best practices.

Bring the voice of the Biopharma market. Carry customer, competitive, and market insight into the GTM strategy, the Product roadmap, and Marketing priorities.

What You'll Bring

You've led sales teams and sales leaders, sold data or analytics into Biopharma, and know how Biopharma buyers think.

Experience selling data or analytics into Biopharma, or into companies that sell to life science organizations (required), with deep expertise in the Biopharma market, including commercial, medical affairs, market access, and R&D teams, and a clear understanding of their buyers and priorities.

10+ years in SaaS or DaaS sales, including selling data or data-driven solutions, with a sustained record of building and scaling high-performing sales teams.

Experience leading both sellers and sales leaders, and running new logo, upsell and cross-sell, and retention sales.

Experience selling into midmarket, SMB, and start-up customers, and a clear sense of how those motions differ from enterprise selling.

A proven record of exceeding revenue targets as a senior sales leader, with accountability for significant bookings and ARR growth.

Strong executive presence, with experience engaging and negotiating with C-suite and senior commercial, medical affairs, market access, and R&D stakeholders.

Skill in forecasting and pipeline governance, and sound commercial judgment on pricing, discounting, and contract structure.

Financial acumen, including monitoring discount levels, margins, and sales at a product line.

A record of building scalable sales processes, playbooks, and operating rhythms, and driving adoption of a sales methodology.

The ability to bring customer, competitive, and Biopharma industry trends into strategy and decisions.

Willingness to travel about 40% to 50% of the time for customer meetings, quarterly business reviews (QBRs), and industry events.

BA or BS degree; MBA a plus.

What great looks like

You love being in front of clients, and working deals alongside your sellers. Beyond the experience above, you bring:

Leadership presence and urgency. Someone the team wants to follow, who sets clear priorities and turns direction into action.

A passion for sellers and live deals. You enjoy working with sellers, coaching discovery, and advancing opportunities, and your involvement makes sellers more capable and independently effective.

Evidence of building productive teams. You've improved results across a sales organization, developed strong performers, and made difficult personnel decisions, when needed.

Ownership of results and forecasting. You own bookings, pipeline quality, and forecast accuracy, raise risks early, and follow through on commitments.

Success through change. You lead well in an evolving company, help sellers learn and sell a broader portfolio, and work through opportunity gaps with a solution oriented mindset while holding sales accountable for what it controls.

Compensation and Benefits

The base salary range for this position is $240,000 to $366,000 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. On-target earnings (OTE), including commission, are $400,000 to $600,000 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.

Why we love Definitive Healthcare, and why you will too!

At Definitive Healthcare, our values shape how we work, how we treat one another, and how we deliver for our customers.

We’re obsessed with data. Great companies are built on data customers can rely on. As responsible stewards, we validate rigorously, question assumptions, and use data to make better decisions.

We’re accountable. We take ownership of results, not just tasks. When something needs doing, we step up. When things break, we fix them. We follow things through until the job is done.

We care deeply. About our teammates, our customers, and the impact of what we build. We assume good intent, communicate openly, and support each other through challenges. We always bring maximum energy to everything we do.

We're also committed to creating an environment where our people feel supported in their work, their wellbeing, and their financial future.

We invest in our people. We offer a competitive benefits package, including comprehensive healthcare benefits and a 401(k) match.

We make room for connection and impact. Definitive Cares is our 100% employee-driven program that creates opportunities to connect with colleagues through affinity groups and make a positive impact on our communities.

We’re a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.

 What our Employees are saying about us on Glassdoor: 

 “Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed.”

-Business Development Manager

“Great team. Amazing growth. Employees are treated very well.”

-Research Analyst

“I have waited 36 years to work at a dream job for a dream company, and I am so happy to have finally got there.”

-Profile Analyst

If you don’t fit all of these qualifications, but believe you’re still a great fit, feel free to apply and tell us why in your cover letter.

If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.

Definitive Hiring Philosophy

Definitive Healthcare is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!

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AVP, BioPharma Sales

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