Definitivehc AVP, Provider Sales at Definitivehc leads a team to drive new logo acquisition, upsell, cross-sell, and retention in the Provider market. The role includes setting growth strategy and managing sales performance.
Responsibilities
We're hiring an AVP, Provider Sales to own new logo, upsell and cross-sell, and retention for the Provider 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 Provider market.
Hospitals, health systems, and physician groups make complex decisions about what service lines to grow, what physicians to bring in network, and where to find the patients that need them the most. You'll have the opportunity help these providers ultimately impact patient lives with Definitive Healthcare data and analytics.
You'll own ARR growth and retention for Provider, reporting into the Head of Sales. You will partner closely with Marketing, Solutions and Analytics Consulting, Customer Experience, Sales Development, Product, and Finance.
You'll own results for the Provider market: strategy, bookings, team performance, and the executive relationships that drive growth and create customers for life.
Set the Provider 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 Provider 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, strategy, marketing, and service line leaders at provider 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 Provider in executive-level business reviews.
