Enterprise Strategy Director - 340B Solutions

Life Sciences Sales Regular Full-Time Remote, US Global Sales – Regular Full-Time / Remote 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 navigating complex 340B regulatory and operational challenges, building trusted customer relationships, and driving revenue growth through consultative selling, this could be a great fit. About the Role We are seeking am Enterprise Strategy Director specializing in 340B Strategic Solutions to drive new customer acquisition and strategic account expansion within our 340B and Gross-to-Net portfolio. Reporting to the Vice President of Strategic Accounts, you will manage a portfolio of strategic enterprise pharmaceutical and life sciences accounts, lead complex consultative sales cycles with healthcare executives and C-suite stakeholders, and serve as a trusted advisor helping customers optimize their 340B programs and Gross-to-Net revenue management. You will work closely with Product, Solutions Engineering, and Customer Success to position Model N’s Truzo platform as the modern solution for 340B program administration and analytics, while building the pipeline and executing the commercial strategy to support Model N’s market growth objectives in this critical segment. This is an ideal role if: - You have deep expertise in the 340B program and regulatory environment - You understand the business pressures facing pharmaceutical manufacturers in government pricing and programs - You can sell complex technology solutions through consultative, value-based selling to regulated enterprise accounts - You thrive in a fast-paced, high-growth environment and want to shape a market category What You’ll Do Lead 340B-focused new customer acquisition – Identify, pursue, and close enterprise pharmaceutical and life sciences customers looking to modernize their 340B program management and Gross-to-Net capabilities Drive strategic account expansion – Expand wallet share within existing 340B customers through upsell, cross-sell, and adoption initiatives; serve as the primary executive relationship owner for complex accounts Develop consultative sales strategies – Build and execute strategic commercial plans that address customer business challenges (program compliance, pricing accuracy, operational efficiency, regulatory risk) Lead complex enterprise sales cycles – Navigate multi-stakeholder environments involving 340B program directors, finance, legal, compliance, market access, and executive leadership; handle complex negotiations and commercial discussions Build trusted customer relationships – Establish and cultivate relationships with senior stakeholders across program management, commercial, finance, legal, and operations to promote solution adoption and value realization Execute disciplined pipeline management – Maintain accurate pipeline and account data in Salesforce; establish clear forecasting and ensure consistent visibility into deal progress and customer engagement Meet revenue targets – Consistently achieve or exceed pipeline development and bookings targets in line with Model N’s 340B commercial strategy Collaborate cross-functionally – Partner with Solutions Engineering, Product, Marketing, and Customer Success to deliver customer value, incorporate market feedback into product roadmap, and strengthen 340B market positioning Lead strategic customer engagements – Co-lead quarterly business reviews and strategic planning sessions with enterprise customers; position Model N as a thought leader in 340B program optimization Advocate for customers – Communicate customer needs, competitive threats, and regulatory trends internally to inform product development and go-to-market priorities Utilize Model N’s sales methodology – Apply “Model N Way” sales processes, tools, and disciplines; adopt and leverage AI tools to enhance productivity and decision-making