Director of Revenue

Milestone Pharmaceuticals•Charlotte, NC

1d•Hybrid

About The Position

Milestone Pharmaceuticals is seeking a Director / Senior Director of Revenue & Government Pricing to lead the end-to-end revenue function, including gross-to-net (GTN), government pricing, and strategic revenue analytics. This role is a critical leadership position responsible for ensuring accurate financial reporting while serving as a strategic partner to Commercial, Market Access, and Executive Leadership. The ideal candidate will bring deep expertise in pharmaceutical revenue management, including GTN modeling, government pricing (AMP, Best Price, etc.), and commercial contracting. This individual will own the design, execution, and continuous improvement of revenue processes, systems, and analytics, and will play a key role in supporting product launch readiness and long-term growth strategy. The Director will lead an effort to understand and analyzing gross to net estimates and related liabilities, thereby supporting strategic forecasting and budgeting efforts. This hybrid role requires building relationships with key business partners in the Sales, Contracting, Marketing and Finance organizations, as well external vendors. Developing and implementing industry best practices within the Revenue Reporting and Accounting space. Finally, this position will be responsible for leading the annual and quarterly financial reporting process according to U.S. GAAP.

Requirements

Degree in accounting or finance with a CPA required
A bachelor’s degree in finance or accounting and at least 10 years of broad scope accounting, reporting and analysis experience from the pharmaceutical/biotechnology space
Deep expertise in gross-to-net accounting, commercial contracting, and government pricing regulations
Proven experience supporting product launches and commercial organizations
Experience interacting with executive leadership and influencing strategic decisions
Strategic thinker with strong analytical and problem-solving skills
Excellent communication and executive presentation skills
Ability to operate in a fast-paced, growth-oriented environment
Strong attention to detail with a commitment to accuracy and integrity
Advanced Excel, Microsoft Dynamics and data analysis skills
Confidence, strong communication skills and the ability to present to senior business leader
Ability to adhere to processes and controls to satisfy routine internal/ external audits

Nice To Haves

CPA or MBA highly preferred

Responsibilities

Revenue Accounting & Gross-to-Net Leadership
Own the end-to-end GTN process, including accruals, estimates, true-ups, and financial close
Ensure compliance with ASC 606 and U.S. GAAP for all revenue recognition activities
Oversee preparation and review of monthly, quarterly, and annual revenue reporting
Lead account reconciliations, variance analysis, and audit support
Maintain a robust control environment to ensure accuracy and compliance
Government Pricing & Compliance
Own all government pricing calculations, including AMP, Best Price, Non-FAMP, and related metrics
Oversee Medicaid, Medicare, Tricare, and other federal/state program rebates and reporting
Ensure compliance with all regulatory requirements, including Public Law filings and pricing transparency laws
Partner with Compliance and Legal to manage pricing risk and regulatory exposure
Forecasting, Modeling & Analytics
Lead development of GTN forecasting models, including payer mix, channel dynamics, and demand drivers
Develop and maintain driver-based revenue models to support budgeting and long-range planning
Provide scenario analysis and decision support to leadership on pricing and contracting strategies
Deliver actionable insights on revenue trends, risks, and opportunities
Commercial & Market Access Partnership
Serve as a strategic finance partner to Market Access, Commercial, and Pricing teams
Evaluate financial impact of commercial contracts, rebates, and pricing strategies
Support contract negotiations through ROI modeling and profitability analysis
Participate in Contract Pricing Committee and provide data-driven recommendations
Trade, Distribution & 3PL Oversight
Oversee revenue-related activities of third-party logistics (3PL) providers
Monitor channel inventory, wholesaler activity, chargebacks, and returns
Ensure accuracy of data flows from wholesalers, PBMs, and other external partners
Systems, Data & Process Optimization
Own revenue systems and data infrastructure (e.g., GTN modeling tools, contract systems)
Drive automation and scalability of revenue processes
Ensure data integrity across multiple data sources (3PL, PBM, government, etc.)
Implement best-in-class tools and processes to support growth
Financial Reporting & SEC Filings
Lead preparation of revenue disclosures for SEC filings (10-K, 10-Q, MD&A)
Collaborate with Finance leadership on external reporting requirements
Support internal and external audit processes
Team Leadership & Cross-Functional Collaboration
Build, lead, and develop a high-performing revenue and government pricing team
Manage internal staff and external vendors/consultants
Foster strong cross-functional relationships across Finance, Commercial, Market Access, Compliance, and Legal
Product Launch & Business Strategy Support
Support new product launches with GTN model design and pricing strategy
Partner with Business Development and Commercial teams on revenue implications of new opportunities
Ensure scalable processes are in place for future product commercialization