Strategic Account Specialist - GI Specialty Sales - Harrisonburg, VA

**This territory covers Harrisonburg, Charlottesville, Winchester, north into Altoona, PA and the surrounding areas**

About the job

Phathom Pharmaceuticals is a biopharmaceutical company dedicated to transforming the treatment of gastrointestinal (GI) diseases. With exclusive rights in the United States, Europe, and Canada to vonoprazan—a first-in-class potassium-competitive acid blocker (PCAB)—Phathom is working to transform the treatment of acid-related disorders.

Our Current Portfolio Includes

• VOQUEZNA® (vonoprazan) tablets, approved for the treatment of heartburn associated with Non-Erosive GERD, as well as the healing and maintenance of healing of Erosive GERD
• VOQUEZNA® TRIPLE PAK® (vonoprazan tablets, amoxicillin capsules, clarithromycin tablets) and VOQUEZNA® DUAL PAK® (vonoprazan tablets, amoxicillin capsules), approved for the treatment of H. pylori infection in adults

Beyond our commercialized products, we are advancing a pipeline focused on innovative treatments for other acid-related GI disorders, including Eosinophilic Esophagitis (EoE).

At Phathom, we are fueled by innovation, driven by purpose, and united by a shared commitment to improving patient outcomes. Our team comprises seasoned GI and industry experts with proven track records of delivering groundbreaking therapies, including anti-secretory agents. Together, we are tackling unmet medical needs and working hard to enhance the lives of patients.

We seek motivated, innovative problem-solvers who excel in fast-paced, collaborative environments and are eager to make an impact. At Phathom, you’ll find more than a career – you’ll join our “Phamily,” where employees feel empowered, valued, and inspired to do their best work.

In July 2025, we proudly earned the distinction of being Great Place to Work® certified, with 89% of surveyed employees affirming that Phathom is an exceptional workplace.

Ready to help change the landscape in GI? Join us and be part of something extraordinary.

Job Summary

The Strategic Account Specialist is responsible for driving business impact across the region by engaging the highest-value gastroenterology (GI) customers in alignment with corporate strategy and regional priorities. This individual will meet and exceed sales objectives while operating with the highest standards of compliance and integrity.

In addition to direct customer engagement, the SAS serves as a force multiplier across the field team , collaborating with multiple Territory Sales Representatives to expand reach, enhance customer depth, and accelerate pull-through in priority accounts. The role also carries elevated training and development responsibilities —serving as a regional trainer, onboarding resource, and workshop facilitator at company meetings.

This position requires mastery of product knowledge and disease state expertise to enable in-depth clinical dialogue with gastroenterologists and advanced practice providers. Reporting to the Regional Sales Manager, the SAS represents an expanded scope role with broader influence, greater travel requirements, and cross-territory responsibility beyond that of a traditional Territory Sales Representative. Working in close partnership with Territory Sales Representatives, Regional Sales Manager, and cross-functional colleagues, this individual will help set the standard for best-in-class GI execution.

Accountabilities

• Drive Regional Sales Impact: Achieve and exceed sales objectives by engaging the highest-value gastroenterology (GI) customers across the region, in collaboration with Territory Sales Representatives.
• Deepen Clinical Expertise: Maintain advanced product and disease state knowledge to deliver in-depth, clinically focused engagements with gastroenterologists, advanced practice providers, and office staff—effectively introducing new treatment options and addressing clinical questions or objections.
• Expand Market Influence: Assess and interpret regional market dynamics, access opportunities, and competitive trends; accelerate pull-through by aligning strategies with Territory Sales Representatives and office staff.
• Collaborate in Overlay Model: Partner with multiple Territory Sales Representatives to enhance customer coverage, expand prescribing depth, and ensure coordinated execution in priority accounts.
• Lead Training & Development: Serve as a Regional Trainer by supporting new-hire onboarding, facilitating skill development in the field, and leading workshops and capability sessions at regional and national meetings.
• Advance Business Planning: Work closely with Regional Sales Manager to contribute to strategic business planning across the region, ensuring alignment of overlay priorities with territory and regional goals.
• Cross-Functional Partnership: Collaborate with Marketing, Training, Sales Operations, and other commercial colleagues to drive operational excellence and share best practices.
• Execute with Discipline: Fulfill all administrative and operational responsibilities, including effective use of CRM systems, expense management, and compliance with all company and regulatory standards.

Education & Experience

Required Qualifications

• Education: Bachelor’s degree from an accredited college or university.
• Industry Experience: Minimum 5 years of successful pharmaceutical sales experience for external candidates. Internal candidates with a proven track record of exceptional performance may be considered with fewer years of experience.
• Track Record of Excellence: Consistent achievement of sales objectives with formal recognition (e.g., top rankings, awards, President’s Club, or equivalent).
• Product Launch Expertise: Demonstrated success launching new products and driving adoption in competitive markets.
• Business Acumen: Advanced analytical and business acumen with the ability to interpret market dynamics, identify opportunities, and apply insights to strategy.
• Customer Engagement Mastery: Demonstrated ability to build and sustain professional relationships with gastroenterologists, advanced practice providers, and key office staff in both live and virtual settings.
• Technical Proficiency: Strong computer and digital skills, including Microsoft Office Suite (Excel, PowerPoint), Veeva Engage, Teams, Zoom, and other relevant platforms.
• Adaptability: Ability to thrive in a fast-paced, dynamic environment with shifting priorities and multiple demands.
• Travel: Valid driver’s license and safe driving record. Ability to travel extensively across the region, including overnights, and to attend national, regional, and corporate meetings as required.

Strongly Preferred Qualifications

• Overlay & Collaboration Skills: Proven ability to succeed in an overlay model—partnering with multiple sales representatives to deliver coordinated strategy and measurable impact.
• Training & Development: Experience as a peer mentor, field trainer, or facilitator in workshops or meetings; strong facilitation and presentation skills.
• GI Specialty Experience: Previous experience in gastroenterology or other specialty therapeutic areas.

Phathom’s Core Values

• Perseverance – With hard work and determination, together we overcome all obstacles
• Humble – We put others first, remain grounded and let our work speak for itself
• Accountable – We are reliable and take personal responsibility in all that we do. We take pride and ownership in our work every day
• Transparent – We say what we mean, debate openly and respectfully, and have no hidden agendas
• Entrepreneurial – We are nimble, agile and embrace innovation. We challenge the status quo, enjoy change and approach problems unconventionally

Working At Phathom

At Phathom, we prioritize the total well-being of our “Phamily” members. Our commitment is reflected in a competitive employee benefits package designed to support employees and their families’ overall well-being, now and in the future, including:

• Highly competitive medical, dental and vision coverage options with low monthly premiums
• Roth & Traditional 401(k) savings plan with annual employer match
• Long-term incentive equity compensation program
• Employee Stock Purchase Plan (ESPP)
• Comprehensive paid leave programs, including:
• 16 weeks of paid parental leave for all new parents
• 4-week part-time Bridge-Back-to-Work Program
• Hybrid and Flex Working Arrangements
• Unlimited Time Off
• 17 paid company holidays in addition to a year-end winter shutdown period

Other Benefits

• Annual Fitness & Wellbeing Reimbursement
• Company-provided Life and Accidental Death & Dismemberment (AD&D) insurance
• Company-provided short and long-term disability benefits
• Pet insurance benefits
• Company-funded HSA plan
• Accident and Hospital Indemnity insurance
• Employee Assistance Program (EAP)
• Paid time off to volunteer
• Employee recognition program
• Employee discounts

Salary range: $125,000 - $150,000

Phathom is an equal opportunity employer that is committed to inclusion and diversity and provides equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or other legally protected characteristics.