Enterprise Account Director, New Logo - Revenue Management Services

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.

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:

• Unlimited PTO for salaried employees – because flexibility fuels success
• Comprehensive medical, dental, and vision coverage
• Health Savings & Flexible Spending Accounts
• 401(k) with company match to invest in your future
• Volunteer Time Off (VTO) to give back to causes you care about
• Life and pet insurance for peace of mind
• Employee Assistance & Mental Health Programs
• Charitable giving opportunities
• Professional coaching and career development

…and much more.

At Model N we offer fair, equitable and competitive salary ranges for all positions. Compensation varies depending on factors that may include a candidate’s relevant experience, education and/or certifications, location, training, and other skills.

The base salary for this position will be $150,000 - $170,000. If your salary expectations are outside of this range, feel free to apply and discuss your expectations with our recruiters. We are constantly opening up new positions, and you might match another opening at a different level.

#LI-MN1

About Model N

Model N is the leader in revenue optimization and compliance for pharmaceutical, medtech and high-tech innovators. For more than 25 years, we have helped customers maximize revenue, streamline operations, and maintain compliance through cloud-based software, value-add services, and data-driven insights. With a focus on innovation and customer success, Model N empowers life sciences and high-tech manufacturers to bring life-changing products to the world more efficiently and profitably. Model N is trusted by over 150 of the world’s leading companies across more than 120 countries. For more information, visit www.modeln.com.

Equal Opportunity Statement

Model N values diversity at our company and is proud to be an equal opportunity employer. Model N considers qualified applicants without regard to race, ethnicity, religion, creed, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. For more information, please reference https://www.eeoc.gov/employers/eeo-law-poster

For US applicants, Personal Data processed in connection with candidate evaluation and decision-making, onboarding, and continued employment at Model N will be done in accordance with the Model N HR Privacy Policy found at http://www.modeln.com/applicant-and-employee-privacy-notice/

Key Responsibilities

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

Qualifications

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.

Department: Global Sales.

ATS provider: Lever.