Senior Account Executive, Revenue Management

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a designated territory comprising greenfield target accounts and develop a comprehensive account strategy for each.

• Analyze account structures and establish contact personas across finance, market access, contracting and pricing, government pricing, trade, IT, and executive leadership.

• Identify and engage with influencers, gatekeepers, champions, and economic buyers, reaching decision-makers at the CxO and SVP levels.

• Collaborate with Marketing to design and implement customized account-based marketing campaigns.

• Create personalized executive business cases, value propositions, targeted outreach, events, and custom content.

• Oversee the entire sales process from prospecting and discovery through to business case development, demos, proposals, negotiations, and closing.

• Conduct value-focused discovery related to gross-to-net, government pricing accuracy, compliance risks, rebate and chargeback leakage, and operational efficiency.

• Develop evaluation frameworks and processes.

• Partner with the Solutions Lead to create tailored demos, business cases, ROI models, and executive presentations.

• Navigate intricate buying committees and manage procurement, legal, and IT security assessments.

• Align Solutions, Product, Implementation, Customer Success, and executive sponsors with customer timelines and decision-making processes.

• Negotiate commercial terms and secure new business to achieve or surpass annual bookings and new logo goals.

• Propel opportunities to subsequent stages and foster measurable sales advancement.

• Maintain precise records in Salesforce.com for accounts, contacts, activities, and opportunities.

• Provide accurate weekly and quarterly forecasts along with pipeline evaluations.

• Share market and competitive intelligence with Product and Marketing.

⛳️ Requirements

• A minimum of 5 years of quota-carrying experience in B2B SaaS or enterprise software sales, demonstrating a proven track record of acquiring new logos.

• At least 3 years of experience in selling Revenue Management solutions to pharmaceutical, biotech, or other life sciences manufacturers.

• Knowledge of Government Pricing, Medicaid, Chargebacks, 340B, Rebates, and SPTR, and their implications on gross to net.

• Proven success in value-based selling, including the ability to construct quantified business cases for executive stakeholders.

• A record of effectively managing complex sales cycles involving multiple influencers and gaining access to CxO and SVP decision-makers.

• Experience executing account-based marketing or named account initiatives to establish credibility and relationships in new accounts.

• Bachelor's degree or equivalent professional experience.

• Proficient in Salesforce.com or a comparable CRM, and adept with Microsoft Office (Word, Excel, PowerPoint, Outlook).

• Effective utilization of LinkedIn and social selling strategies to research, connect with, and engage target personas.

• Dependable high-speed internet access suitable for professional remote work.

• Capability to maintain a safe, ergonomic, and confidential home-office workspace.

• Familiarity with structured sales methodologies such as MEDDPICC, Challenger, or Value Selling.

• Existing relationships within pharma finance, market access, contracting, or government pricing teams.

• Understanding of the competitive landscape for life sciences revenue management and gross to net solutions.

• Experience with AI and sales engagement tools such as LinkedIn Sales Navigator, ZoomInfo, Gong, or Outreach.

• Exceptional written, verbal, and presentation skills, with a commanding executive presence and the ability to convey complex topics simply.

🏝️ Benefits

• Merit-based compensation – Competitive base salary plus bonus.

• Work from anywhere – Opportunities available for candidates located throughout the US (United States).

• Unlimited PTO (Paid Time Off), which includes Paid Holidays and Sick Leave.

• 401k+ Match.

• Comprehensive health, dental, and vision insurance.

• Paid Parental Leave.

• Health and wellness benefits, including life & disability insurance, healthcare funding options such as FSAs (Flexible Spending Accounts) and HSAs (Health Savings Accounts), Dependent Care, an EAP (Employee Assistance Program), discounts, and Learning and Development opportunities.

• Fully remote work arrangement.

• Up to 25% travel may be required for customer meetings, industry events, and team gatherings.