Senior Account Executive, Revenue Management

About this role

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

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