Enterprise Account Director

About the role

We are seeking a driven, strategic Enterprise Account Director to join our Provider Sales team. As an Enterprise Account Director, you will own a named book of provider accounts composed of health systems across the U.S. You will drive growth through a combination of new logo acquisition, expansion within existing customers, and partnership across the customer lifecycle.

Responsibilities

• Own and execute account strategies across a named book of provider accounts, including health systems in both prospect and existing customer segments
• Partner with Marketing, Customer Success, and executive leadership to refine and execute go-to-market strategies for the provider segment
• Build and expand relationships with executive and operational stakeholders across health systems to identify opportunities and win new business
• Manage complex enterprise sales cycles across both new prospects and existing customer accounts
• Deliver tailored product demonstrations aligned to provider use cases, business needs, and strategic priorities
• Maintain accurate pipeline visibility, deliver reliable forecasts, and keep CRM account activity current
• Collaborate across the account team to expand relationships within named health systems and engage new stakeholder groups
• Travel as needed for industry conferences, customer events, and on-site meetings with prospects and existing customers

Requirements

8+ years of quota-carrying enterprise sales experience, including success in closing complex new business, expanding existing accounts, and renewing strategic customers

Experience selling into provider organizations, health systems, or other complex healthcare enterprises

Demonstrated track record of consistently achieving quota against net dollar retention or blended revenue goals

Experience selling technology, data, analytics, or research solutions into enterprise healthcare environments

Experience building pipeline through strategic outbound prospecting within a named account model

Excellent interpersonal, communication, and relationship-building skills

Strong negotiation, deal management, and closing skills

Strong work ethic, sound judgment, and a high level of professionalism, energy, and empathy

Preferred Qualifications

• Experience with Definitive Healthcare
• Experience selling provider data, healthcare IT, clinical technology, revenue cycle, or analytics solutions into health systems and provider organizations
• Familiarity with provider market dynamics, health system buying processes, and complex multi-stakeholder healthcare sales environments
• Familiarity with Salesforce CRM