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 establishing strategic customer relationships and translating technology and data into measurable business value, this could be a great fit.
About the Role
We are seeking a highly driven Enterprise Account Director to join our sales team. This role focuses exclusively on acquiring new customers (“new logos”) within the high-growth down-market segment, driving net-new revenue growth through proactive prospecting, strategic outreach, and consultative selling of Model N’s Revenue Management Services.
The ideal candidate is a hunter sales professional with a strong track record of penetrating new accounts, building pipeline from scratch, and closing complex services deals. This role plays a critical part in expanding our market presence and establishing long-term client relationships.
End-to-End Sales Execution to Acquire New Logos
Ownership of full sale cycle; responsibility for net-new customer acquisition within the assigned territory
Territory and Account Planning; Develop and execute territory and account plans focused on new logo growth
Prospecting; identify, target, and engage high-growth, down-market prospects through outbound prospecting, networking, and marketing collaboration. Build and maintain a robust pipeline of qualified opportunities to consistently exceed quota.
Strategic Selling; Lead consultative sales engagements from initial interest through win, positioning Model N Revenue Management Services solutions to address pharmaceutical manufacturers business challenges
Leverage technology to drive selling success; Manage all stages of the sales process within SFDC. Utilize AI tools including Claude, Letter AI, SalesLoft, to enhance prospecting, value messaging, sales cycle management, and forecasting.
Market Development
Establish strong presence in target market and build brand awareness within the down-market segment
Leverage industry insights to tailor go-to-market strategies and messaging
Partner with marketing, BDRs, and leadership to drive demand generation initiatives
Cross-Functional Collaboration
Collaborate with solutions, delivery, and product teams to align offerings with customer needs
Ensure smooth transition from sales to delivery teams post-sale
Provide market feedback to influence product and service enhancements
Required
5+ years of experience in B2B sales, with a strong emphasis on new logo / net-new business development
Proven track record of consistently meeting or exceeding quota in a hunter role
Experience selling managed services, business services, and complex enterprise software solutions
Demonstrated success in building pipeline through cold outreach and proactive prospecting
Strong communication, negotiation, and closing skills
Proficiency in using industry standard technology and selling tools such as Salesforce.com, Teams, Microsoft 360 Suite, etc.
Demonstrated experience using generative AI tools (e.g., ChatGPT, Copilot, Claude, Gemini) to improve productivity, decision‑ making, or problem solving in a professional or personal context.
Preferred
Experience targeting down-market / mid-market segments
Familiarity with outsourced services, managed services, or consulting environments
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.
Model N is the leader in revenue optimization and compliance for pharmaceutical, medtech and high-tech innovators. For 25 years, our intelligent platform has powered digital transformation for pharmaceutical, medtech, and high-tech companies with integrated technology, data, analytics, and expert services that deliver deep insight and control. Our integrated cloud solution is proven to automate pricing, incentive and contract decisions to scale business profitably and grow revenue. Model N is trusted across more than 120 countries by the world’s leading companies, including Johnson & Johnson, AstraZeneca, Stryker, Seagate Technology, and Microchip Technology. For more information, visit www.modeln.com.
