Senior Account Executive, Revenue Management
New
M
MediSpendLife sciences revenue management
Roles are open to candidates located anywhere in the US (United States)Full-TimeSenior
SalaryExpected 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
- Have 5+ years of quota-carrying B2B SaaS or enterprise software sales experience.
- Show a proven record of winning new logos.
- Have 3+ years of experience selling Revenue Management solutions to pharmaceutical, biotech, or other life sciences manufacturers.
- Have working knowledge of Government Pricing, Medicaid, Chargebacks, 340B, Rebates, and SPTR and how they affect gross to net.
- Demonstrate value-based selling, including building quantified business cases for executive buyers.
- Have experience managing complex sales cycles with multiple influencers and gaining access to CxO and SVP decision makers.
- Have experience executing account-based marketing or named account programs.
- Have a bachelor's degree or equivalent experience.
- Be proficient with Salesforce.com or a similar CRM and Microsoft Office, including Word, Excel, PowerPoint, and Outlook.
- Preferred: experience with MEDDPICC, Challenger, or Value Selling; existing relationships in pharma; or familiarity with life sciences revenue management and gross-to-net solutions.
- Preferred: experience using LinkedIn Sales Navigator, ZoomInfo, Gong, or Outreach.
Responsibilities
- Own a named territory of greenfield target accounts and maintain account plans with priorities, entry points, and next steps.
- 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 outreach to CxO and SVP decision makers.
- Partner with Marketing to design and execute tailored account-based marketing campaigns for priority accounts.
- Lead 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.
- Coordinate internal teams and navigate buying committees, procurement, legal, and IT security reviews.
- Maintain accurate Salesforce records and deliver weekly and quarterly forecasts and pipeline reviews.
- Share market and competitive insights with Product and Marketing.
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