Enterprise Account Director

Remote, US Global Sales – Regular Full-Time / Remote Build What Matters at Model N At Model N, we help life sciences companies solve complex revenue challenges so they can operate smarter and bring important innovations to market faster. We are looking for people who value practical problem-solving, cross-functional collaboration, and delivering measurable customer impact. If you are energized by navigating complex 340B regulatory and operational challenges, building trusted customer relationships, and driving revenue growth through consultative selling, this could be a great fit. About the Role 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 What You’ll Do 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 What We’re Looking For Required Qualifications 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 Preferred Qualifications 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 What Success Looks Like In Your First 90 Days Build relationships with key 340B customers, internal stakeholders, and cross‑functional partners Develop a strong understanding of Model N’s 340B value proposition, competitive positioning, and Truzo platform capabilities Assess current account strategies, sales pipeline, and growth opportunities in 340B segment Establish clear operating rhythms for pipeline management, forecasting, and account planning aligned with the VP’s commercial strategy In Your First 6‑12 Months Deliver measurable progress against 340B revenue and bookings targets Build a healthy pipeline of enterprise 340B opportunities and advance deals through sales cycles Expand relationships with key pharmaceutical and life sciences accounts in the 340B space Improve platform adoption and customer success outcomes within strategic 340B accounts Strengthen alignment across Commercial, Product, Solutions Engineering, and Customer Success on 340B market positioning How You Will Grow and Make an Impact At Model N, our competency model helps define growth and success: Problem‑Solving Leadership – Solve complex customer and market challenges that accelerate 340B modernization and revenue growth Thought Leadership – Develop expertise in 340B market trends, regulatory developments, and solution trends; shape conversations with customers and internally Operational Leadership – Demonstrate discipline in pipeline management, forecasting, and account planning; model accountability and rigor Consultative Sales Excellence – Become a trusted advisor to pharmaceutical manufacturers on 340B program optimization and risk management AI Leadership – Leverage generative AI tools to improve research, sales productivity, customer insights, and decision‑making How We Work Our values— DREAM, ALIGN, RESPECT, and EXCEL —shape how we work together: We solve practical problems that matter to our customers and teams We work across functions and value clear, respectful communication We recognize good work and support growth over time We are curious about better ways to work, including thoughtful use of AI and modern tools Compensation, Benefits, and Inclusion At Model N, your well‑being and growth matter. That’s why we offer a robust total rewards package designed to help you thrive personally and professionally. Our benefits include: Unlimited PTO for salaried employees—because flexibility fuels success Comprehensive medical, dental, and vision coverage Health Savings & Flexible Spending Accounts 401(k) with company match to invest in your future Volunteer Time Off (VTO) to give back to causes you care about Life and pet insurance for peace of mind Employee Assistance & Mental Health Programs Charitable giving opportunities Professional coaching and career development …and much more. At Model N we offer fair, equitable and competitive salary ranges for all positions. Compensation varies depending on factors that may include a candidate’s relevant experience, education and/or certifications, location, training, and other skills. The base salary for this position will be $160,000 - $185,000 . If your salary expectations are outside of this range, feel free to apply and discuss your expectations with our recruiters. We are constantly opening new positions and you might match another opening at a different level. About Model N Model N is the leader in revenue optimization and compliance for pharmaceutical, medtech, and high‑tech innovators. For more than 25 years, we have helped customers maximize revenue, streamline operations, and maintain compliance through cloud-based software, value‑added services, and data‑driven insights. With a focus on innovation and customer success, Model N empowers life sciences and high‑tech manufacturers to bring life‑changing products to the world more efficiently and profitably. Model N is trusted by over 150 of the world’s leading companies across more than 120 countries. For more information, visit Equal Opportunity Statement Model N values diversity at our company and is proud to be an equal opportunity employer. Model N considers qualified applicants without regard to race, ethnicity, religion, creed, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. Please reference for more information. For US applicants, Personal Data processed in connection with candidate evaluation and decision‑making, onboarding, and continued employment at Model N will be done in accordance with the Model N HR Privacy Policy found at #J-18808-Ljbffr