Enterprise Account Director
About The Position
We are seeking an Enterprise Account Director specializing in 340B Strategic Solutions to drive new customer acquisition and strategic account expansion within our 340B and Gross-to-Net portfolio. Reporting to the Vice President of Strategic Sales, you will manage a portfolio of strategic enterprise pharmaceutical and life sciences accounts, lead complex consultative sales cycles with healthcare executives and C-suite stakeholders, and serve as a trusted advisor helping customers optimize their 340B programs and Gross-to-Net revenue management. You will work closely with Product, Solutions Engineering, and Customer Success to position Model N’s Truzo platform as the modern solution for 340B program administration and analytics, while building the pipeline and executing the commercial strategy to support Model N’s market growth objectives in this critical segment. This is an ideal role if: - You have deep expertise in the 340B program and regulatory environment - You understand the business pressures facing pharmaceutical manufacturers in government pricing and programs - You can sell complex technology solutions through consultative, value-based selling to regulated enterprise accounts - You thrive in a fast-paced, high-growth environment and want to shape a market category
Requirements
- 5+ years in enterprise software/SaaS sales with a proven quota-carrying track record and demonstrated success closing large enterprise deals
- Deep expertise in the U.S. 340B program – Comprehensive understanding of 340B program mechanics, compliance requirements, pricing calculations, entity eligibility, and regulatory environment; ability to speak fluently with 340B program directors and senior pharmacy executives
- Experience selling complex enterprise solutions – Proven track record selling sophisticated technology platforms (ERP, Quote-to-Cash, analytics, or compliance systems) into regulated healthcare environments
- Strong background in life sciences sales – Experience selling to large pharmaceutical manufacturers, healthcare wholesalers, or healthcare service providers; understanding of pharma business models, pricing pressures, and government programs (Medicaid, Medicare, FSS, etc.)
- Consultative and value-based selling skills – Expertise with MEDDPICC, solution selling, or similar methodologies; ability to diagnose customer business problems and position solutions as strategic investments
- Executive presence and negotiation skills – Comfortable engaging with C-suite and senior leaders; strong communication, active listening, and negotiation abilities
- Salesforce proficiency – Ability to maintain accurate CRM discipline, manage pipeline data, and utilize tools for forecasting and account planning
- Strong work ethic and accountability – Demonstrated ability to work independently, manage complex accounts, and consistently meet or exceed targets in a fast-paced, matrixed environment
- Bachelor’s degree or equivalent experience
Nice To Haves
- Direct 340B program experience – Prior experience working within a 340B program (as a program director, compliance officer, or pharmacy leader) or selling directly into 340B programs
- Gross-to-Net or pricing expertise – Background in Gross-to-Net programs, rebate management, or revenue optimization in pharmaceutical companies
- Healthcare IT or SaaS background – Sales or operational experience in healthcare software, compliance platforms, or data analytics
- Experience in regulated markets – Prior track record selling into highly regulated healthcare, pharmaceutical, or financial services environments
- Generative AI tools adoption – Demonstrated experience using ChatGPT, Copilot, Claude, Gemini, or similar tools to improve productivity and decision-making
Responsibilities
- Lead 340B-focused new customer acquisition – Identify, pursue, and close enterprise pharmaceutical and life sciences customers looking to modernize their 340B program management and Gross-to-Net capabilities
- Drive strategic account expansion – Expand wallet share within existing 340B customers through upsell, cross-sell, and adoption initiatives; serve as the primary executive relationship owner for complex accounts
- Develop consultative sales strategies – Build and execute strategic commercial plans that address customer business challenges (program compliance, pricing accuracy, operational efficiency, regulatory risk)
- Lead complex enterprise sales cycles – Navigate multi-stakeholder environments involving 340B program directors, finance, legal, compliance, market access, and executive leadership; handle complex negotiations and commercial discussions
- Build trusted customer relationships – Establish and cultivate relationships with senior stakeholders across program management, commercial, finance, legal, and operations to promote solution adoption and value realization
- Execute disciplined pipeline management – Maintain accurate pipeline and account data in Salesforce; establish clear forecasting and ensure consistent visibility into deal progress and customer engagement
- Meet revenue targets – Consistently achieve or exceed pipeline development and bookings targets in line with Model N’s 340B commercial strategy
- Collaborate cross-functionally – Partner with Solutions Engineering, Product, Marketing, and Customer Success to deliver customer value, incorporate market feedback into product roadmap, and strengthen 340B market positioning
- Lead strategic customer engagements – Co-lead quarterly business reviews and strategic planning sessions with enterprise customers; position Model N as a thought leader in 340B program optimization
- Advocate for customers – Communicate customer needs, competitive threats, and regulatory trends internally to inform product development and go-to-market priorities
- Utilize Model N’s sales methodology – Apply “Model N Way†sales processes, tools, and disciplines; adopt and leverage AI tools to enhance productivity and decision-making
Benefits
- Unlimited PTO for salaried employees
- Comprehensive medical, dental, and vision coverage
- Health Savings & Flexible Spending Accounts
- 401(k) with company match
- Volunteer Time Off (VTO)
- Life and pet insurance
- Employee Assistance & Mental Health Programs
- Charitable giving opportunities
- Professional coaching and career development
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What This Job Offers
Job Type
Full-time
Career Level
Senior
