Senior Account Executive, Revenue Management

Role Overview
Medispend is growing its Revenue Management business and is looking for a driven, curious Senior Account Executive to win new logos across the Life Sciences market. In this greenfield role you will own a named list of target pharmaceutical and biotech manufacturers. You will build credibility and relationships with the finance, market access, contracting, government pricing, and trade leaders in those accounts, run a tailored account-based marketing (ABM) program, and lead complex sales cycles from first conversation to signed contract. Working closely with our Solutions Lead, Marketing, and executive team, you will bring a value-based point of view to every account, showing executives the measurable impact Medispend can deliver across Government Pricing, Medicaid, 340B, Chargebacks, Rebates, and State Price Transparency Reporting (SPTR). This role is ideal for a self-starter who enjoys building a territory from the ground up and turning target accounts into long term customers.
Key Responsibilities

Own a named territory of greenfield target accounts and maintain a clear account plan for each, with priorities, entry points, and next steps

Canvas each account to map the organization and build contact personas across finance, market access, contracting and pricing, government pricing, trade, IT, and executive leadership

Identify and engage influencers, gatekeepers, champions, and economic buyers, with a deliberate plan to reach CxO and SVP decision makers

Partner with Marketing to design and execute a bespoke account based marketing campaign for each priority account, including:
A tailored business case point of view (POV) for key executives that quantifies the value Medispend can deliver, benchmarked against similar customers in our installed base

Targeted outreach combining email, phone, LinkedIn, and personalized content

Invitations to webinars, industry events, trade shows, and executive meetings

Ongoing use of marketing assets and campaigns to keep prospects engaged and warm throughout the sales cycle

Manage the full sales process end to end, from prospecting and discovery through business case, demo, proposal, negotiation, and closeLead value based discovery to uncover challenges in gross to net, government pricing accuracy, compliance risk, rebate and chargeback leakage, and operational efficiency, and translate them into a quantified business caseShape the evaluation framework and process

Work with the Solutions Lead to develop tailored demos, business cases, ROI models, and executive presentations

Navigate complex buying committees with multiple influencers, building consensus and managing procurement, legal, and IT security reviews

Coordinate internal resources, including Solutions, Product, Implementation, Customer Success, and executive sponsors, and align them with the customer's timeline and decision process

Negotiate commercial terms and close new business to meet or exceed annual bookings and new logo targets

Drive real progress in every opportunity, focusing on advancing deals to the next stage rather than activity for its own sake

Maintain disciplined CRM hygiene in Salesforce.com, keeping accounts, contacts, activities, and opportunities accurate and current

Deliver an accurate weekly and quarterly forecast and pipeline review, with clear evidence of deal stage, risks, and next steps

Share market and competitive insight with Product and Marketing to strengthen our solutions, messaging, and campaigns

Competencies Required:

5+ years of quota carrying B2B SaaS or enterprise software sales experience, with 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

Track record of 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 to build credibility and relationships in new accounts

Bachelor's degree or equivalent experience

Preferred Qualifications:

Experience with a structured sales methodology such as MEDDPICC, Challenger, or Value Selling

Existing relationships within pharma finance, market access, contracting, or government pricing teams

Familiarity with the competitive landscape for life sciences revenue management and gross to net solutions

Experience using AI and sales engagement tools such as LinkedIn Sales Navigator, ZoomInfo, Gong, or Outreach to research accounts and prioritize outreach

Professional Skills:

Strong individual drive and ownership of results, with the energy to build a territory from the ground up

Natural curiosity and a real desire to learn our customers' businesses, the regulatory landscape, and our solutions

Excellent written, verbal, and presentation skills, with executive presence and the ability to simplify complex topics

Relationship builder who earns credibility and trust with senior stakeholders

Resilience in handling rejection and objections, with the persistence to keep opportunities moving forward

Discipline to plan, prioritize, and consistently execute the activities that create real sales progress

Proficiency with Salesforce.com or a similar CRM, and with Microsoft Office (Word, Excel, PowerPoint, Outlook)

Effective use of LinkedIn and social selling to research, connect with, and engage target personas

What we provide:

Merit-based compensation – Competitive base salary plus bonus

Work from anywhere – Roles are open to candidates located anywhere in the US (United States)

Unlimited PTO (Paid Time Off), including Paid Holidays and Sick Leave

401k+ Match

Comprehensive health, dental, and vision insurance

Paid Parental Leave

Health and wellness perks including life & disability insurance, healthcare funding options like FSAs (Flexible Spending Accounts) and HSAs (Health Savings Account), Dependent Care, an EAP (Employee Assistance Program) program, discounts, Learning and Development

Working Conditions/Physical Demands:
This position is fully remote, with travel up to 25% that may be required for customer meetings, industry events, and team meetings. Work is performed primarily in a home-office environment using standard office equipment such as a computer, keyboard, mouse, and phone. Employees are expected to maintain a safe, ergonomic, and confidential workspace with reliable high-speed internet access suitable for professional remote work.
The role generally requires extended periods of sitting, viewing a computer screen, and communicating through written and verbal means. Occasional light physical activity (e.g., lifting materials or equipment up to 20 pounds) may be necessary.
Reasonable accommodations will be provided in accordance with the Americans with Disabilities Act (ADA) and other applicable laws to enable qualified individuals with disabilities to perform the essential functions of the job. Employees working remotely must ensure their workspace meets company standards for safety, ergonomics, and data security as outlined in organizational policy.
Disclaimer: This job description identifies the general duties and minimum level of skills required to perform this job. It is not intended to represent a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned.
Notice for all applicants: we are seeking a permanent full-time employee, this is not a contractor position.
Notice for Colorado and Washington applicants: In compliance with applicable pay transparency laws, the expected annual base salary for this role is $100,000–$150,000, plus eligibility for incentive compensation, bonus and benefits.
MediSpend is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.
To all recruitment agencies: We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.
Originally posted on Himalayas