Senior Account Executive, Revenue Management
New
M
MediSpendLife sciences revenue management
Work from anywhere – Roles are open to candidates located anywhere in the US (United States)Full-TimeSenior
SalaryThe expected annual base salary for this role is $100,000–$150,000, plus eligibility for incentive compensation, bonus and benefits
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Job Details
- Experience
- 5+ years of quota carrying B2B SaaS or enterprise software sales experience; 3+ years of experience selling Revenue Management solutions to pharmaceutical, biotech, or other life sciences manufacturers
- Required Skills
- Salesforce
Requirements
- 5+ years of quota-carrying B2B SaaS or enterprise software sales experience.
- A proven record of winning new logos.
- 3+ years of experience selling Revenue Management solutions to pharmaceutical, biotech, or other life sciences manufacturers.
- Working knowledge of Government Pricing, Medicaid, Chargebacks, 340B, Rebates, and SPTR, and how they affect gross to net.
- Demonstrated success in value-based selling, including building quantified business cases for executive buyers.
- Experience managing complex sales cycles with multiple influencers and gaining access to CxO and SVP decision makers.
- Experience executing account-based marketing or named-account programs.
- Bachelor's degree or equivalent experience.
- Preferred experience with MEDDPICC, Challenger, or Value Selling.
- Proficiency with Salesforce.com or a similar CRM and Microsoft Office, including Word, Excel, PowerPoint, and Outlook.
- Experience using LinkedIn and social selling to research, connect with, and engage target personas.
- Experience with sales tools such as LinkedIn Sales Navigator, ZoomInfo, Gong, or Outreach is preferred.
Responsibilities
- Own a named territory of greenfield target accounts and maintain an account plan for each.
- Map account organizations and build contact personas across finance, market access, contracting and pricing, government pricing, trade, IT, and executive leadership.
- Identify influencers, gatekeepers, champions, and economic buyers, and plan how to reach CxO and SVP decision makers.
- Partner with Marketing to design and execute tailored account-based marketing campaigns for priority accounts.
- Manage the full sales process from prospecting and discovery through business case, demo, proposal, negotiation, and close.
- Lead value-based discovery and translate customer challenges into quantified business cases.
- Work with the Solutions Lead to develop tailored demos, business cases, ROI models, and executive presentations.
- Navigate buying committees and coordinate procurement, legal, IT security, and internal resources through the customer decision process.
- Negotiate commercial terms and close new business to meet or exceed annual bookings and new-logo targets.
- Maintain accurate Salesforce records and deliver weekly and quarterly forecasts and pipeline reviews.
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