VP, Strategic Sales - 340b & Gross-to-Net Solutions

About this role

Vice President, Strategic Sales – 340b & Gross-to-Net Solutions

United States (Remote) | Full-Time

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 growing strategic customer relationships, building high-performing commercial teams, and shaping the future of 340B and MFP effectutation technology solutions, this could be a great fit.

About the Role

We are looking for a Vice President of Strategic Account Management to lead the commercial strategy and revenue growth of Truzo, Model N’s platform delivering modern 340B and MFP capabilities to pharmaceutical and life sciences organizations.

You will support new customer acquisition, strategic account growth, pipeline development, forecasting, and executive customer relationships in collaboration with a matrixed commercial, product and services team. You will partner closely with Product, Marketing, Customer Success, and Operations to strengthen Truzo’s market position and ensure customer insights inform platform and go-to-market priorities.

The ideal candidate has a strong record of selling complex technology, data, or analytics solutions into pharmaceutical and life sciences organizations. Experience in 340B or another regulated healthcare environment is strongly preferred.

Key Responsibilities

Develop and execute Truzo’s commercial strategy to achieve revenue and market-growth objectives.

Drive new customer acquisition, strategic account expansion, platform adoption, and retention.

Build a healthy pipeline and establish disciplined forecasting that supports predictable revenue performance.

Lead complex enterprise sales cycles involving pharmaceutical and life sciences executives and cross-functional decision-makers.

Build trusted relationships with senior leaders across market access, commercial, finance, legal, compliance, operations, and technology.

Serve as executive sponsor for key accounts and lead critical customer negotiations and engagements.

Identify customer needs, competitive trends, and regulatory developments that create commercial opportunities or risks.

Partner with Product to ensure customer and market insights inform the Truzo roadmap and value proposition.

Collaborate with Marketing and Customer Success on positioning, demand generation, adoption, retention, and expansion.

Build, coach, and develop a high-performing team grounded in accountability, urgency, and customer focus.

What Success Looks Like

In your first 90 days, you will:

Build relationships with key customers, commercial leaders, and cross-functional partners.

Develop a strong understanding of Truzo’s capabilities, customers, pipeline, and market position.

Assess current account strategies, sales processes, and growth opportunities.

Establish clear operating rhythms for pipeline management, forecasting, and account planning.

Over your first 6–12 months, you will:

Deliver progress against Truzo’s revenue and growth objectives.

Expand relationships with pharmaceutical and life sciences customers.

Strengthen pipeline coverage, conversion, and forecast accuracy.

Improve platform adoption, retention, and expansion within strategic accounts.

Build a high-performing strategic account team.

Strengthen alignment across Commercial, Product, Marketing, and Customer Success.

How You Will Grow and Make an Impact

At Model N, our competency model helps define growth and success.

People Leadership – Build a high-performing team and develop future commercial leaders.

Problem-Solving Leadership – Solve complex customer and market challenges that accelerate growth.

Thought Leadership – Shape Truzo’s commercial strategy and influence the evolving 340B market.

Operational Leadership – Create the discipline, processes, and accountability required for predictable performance.

AI Leadership – Leverage AI to improve commercial insights, productivity, and customer engagement.

Qualifications

Required

10+ years of progressive sales, commercial, or strategic account leadership experience.

Demonstrated success selling complex enterprise solutions into pharmaceutical, biotechnology, or life sciences organizations.

Experience leading the commercial strategy for a healthcare technology or data platform.

Experience within the 340B ecosystem or another regulated healthcare environment.

Proven record of driving revenue through new customer acquisition and strategic account expansion.

Experience selling technology, software, data, analytics, or technology-enabled services.

Understanding of the regulatory, operational, and financial considerations affecting pharmaceutical manufacturers.

Experience leading complex, consultative sales cycles involving senior executives and multiple stakeholders.

Proven ability to build, lead, and develop high-performing teams.

Strong commercial judgment, executive presence, and forecasting discipline.

Bachelor’s degree or equivalent experience.

Preferred

MBA or relevant advanced degree.

If you don’t meet every qualification, we still encourage you to apply. We value diverse experiences, curiosity, and people who are excited to grow.

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:

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