M

Model N

SaaS revenue management for life sciences

Vice President Strategic Accounts - 340B & Gross-to-Net Solutions

Full-Time
$225k - $250k/yr
Expert
Bachelor's, MBA
Remote in USA
Remote
Sales & Account ManagementAccount Management

About the job

Requirements
  • At least 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.
  • A 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.
  • A proven ability to build, lead, and develop high-performing teams.
  • Strong commercial judgment, executive presence, and forecasting discipline.
  • A bachelor's degree or equivalent experience.
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.
Desired Qualifications
  • An MBA or relevant advanced degree.
  • Experience in 340B or another regulated healthcare environment.

About the company

M

Model N

View
cbWebsite

Model N provides cloud-based revenue management software for the high-tech and life sciences industries. It offers industry-specific SaaS solutions, including Revenue Cloud for Pharma, Revenue Cloud for Medtech, and Revenue Cloud for High Tech, to manage pricing, quote-to-cash, channel partner engagement, global pricing, tender management, and revenue recognition. The platform supports provider and payer relationships and helps customers navigate regulatory requirements while speeding up product launches. What sets Model N apart is its focus on industry-specific needs—combining regulatory compliance, pricing and contract management, and revenue optimization in one cloud-based system, backed by evidence of substantial client savings (an average of $68 million per $1 billion in revenue). The company’s goal is to help customers bring life-changing products to market faster and maximize revenue throughout commercialization, from pricing and quotes to global launches and ongoing compliance.

Company Size

1,001-5,000

Company Stage

IPO

Headquarters

San Mateo, California

Founded

1999

Get referred to Model N

See people who can refer or advise you

Simplify Jobs

Simplify's Take

What believers are saying

  • June 2026 Kalderos deal targets 340B leakage as Medicare pricing scrutiny intensifies.
  • May 2026 Thomas Gibbs board appointment strengthens pharma relationships and enterprise credibility.
  • November 2024 GenAI and agentic workflows broaden automation across pricing, deal execution, and GTN.

What critics are saying

  • Model N still lacks real-time visibility for most customers; 99% need better GTN controls.
  • Kalderos integration can distract engineering and sales through 2026 deployment risk.
  • Private equity control under Vista keeps a 2026 take-private exit as the main existential outcome.

What makes Model N unique

  • June 2026 Kalderos acquisition deepens Model N’s claims-level 340B GTN visibility.
  • April 2026 platform scale reached $1.3 trillion gross revenue across life sciences customers.
  • March 2026 CCX partnership extends Model N into pre-launch pricing and market-access planning.

Help us improve and share your feedback! Did you find this helpful?

Benefits

  • Health Insurance
  • Dental Insurance
  • Vision Insurance
  • Health Savings Account/Flexible Spending Account
  • Unlimited Paid Time Off
  • Flexible Work Hours
  • 401(k) Company Match
  • Paid Vacation
  • Life Insurance
  • Pet Insurance
  • Employee Assistance Programs
  • Mental Health Support

Growth & Insights and Company News

Headcount

6 month growth

0%

1 year growth

0%

2 year growth

0%
Associated Press
Jun 17th, 2026
Model N acquires Kalderos to expand 340B capabilities and revenue management for life sciences

Model N, a revenue optimisation platform for life sciences companies, has acquired Kalderos, a technology firm providing gross-to-net intelligence for 340B drug discount programmes. Financial terms were not disclosed. Kalderos' Truzo platform offers real-time data visibility across drug discount programmes, enabling compliance monitoring and dispute resolution between manufacturers and healthcare providers. The acquisition addresses growing challenges as manufacturers navigate Medicare drug price negotiations and increasing 340B claims data requirements. Model N's 2026 State of Revenue Report found only 1% of life sciences revenue leaders have real-time visibility into 340B discounts and rebates. The combined solution will integrate contracting, claims validation and payment processes. Model N currently manages $1.3 trillion in gross revenue for pharmaceutical and medical technology customers. J.P. Morgan Securities advised Kalderos on the transaction.

Model N
Jun 17th, 2026
Model N acquires Kalderos to expand its 340B capabilities and gross-to-net revenue management.

Model N acquires Kalderos to expand its 340B capabilities and gross-to-net revenue management. June 17, 2026 Deal adds claims-level visibility to help manufacturers identify duplicate discounts earlier and reduce revenue leakage REDWOOD CITY, Calif., June 17, 2026 - Model N, a leading end-to-end commercialization, revenue optimization, and compliance platform for life sciences companies, announced it has acquired Kalderos, a technology company that provides a gross-to-net (GTN) intelligence platform with rich capabilities for driving visibility into 340B drug discount programs. The acquisition will expand Model N's capabilities as a leading revenue management platform for life sciences manufacturers and extend its 340B offerings to better serve customers. 340B, a federal program that requires drug manufacturers to sell outpatient drugs at discounted prices to eligible safety-net hospitals and clinics, is a core and growing component of the overall GTN value chain. Manufacturers are managing 340B amid Medicare drug price negotiations, potential future pricing models such as most-favored-nation (MFN), and growing scrutiny of 340B claims-level data requirements. These pressures are increasing the need to identify discount discrepancies and optimize revenue. Model N's 2026 State of Revenue Report found that only 1% of life sciences revenue leaders have real-time visibility into 340B discounts, Medicaid and Medicare rebates, and utilization rebates. Kalderos' Truzo solution directly addresses these challenges through an end-to-end drug discount management platform that provides real-time data visibility across multiple drug discount programs, enabling effective compliance monitoring, claim validation, and dispute resolution between manufacturers and covered healthcare providers. The added 340B data also strengthens Model N's advanced analytics strategy, giving manufacturers more complete information across the revenue lifecycle. "Model N delivers the commercial platform life sciences leaders rely on to expand market access, optimize revenue, and maintain compliance," said Bret Connor, CEO of Model N. "Through Kalderos, we are providing a more proactive and precise way to manage complex drug pricing programs through a single, fully integrated revenue management solution. This is critical as pricing programs, rebate requirements, and 340B data demands become more complex." As part of Model N, Kalderos and the Truzo platform gain access to increased scale, customer relationships, and commercial infrastructure to accelerate their impact across the life sciences industry. The unified solution will connect contracting, claims validation, and dispute and payment processes, helping customers act on potential discount issues with clear, supporting data. "Kalderos was built to give manufacturers a transparent, claims-level view of 340B activity, helping them proactively identify non-compliance and reduce revenue leakage," said Angie Franks, Kalderos' CEO. "By joining Model N, we're bringing these capabilities into a revenue management platform already trusted by leading pharmaceutical manufacturers, enabling more informed decisions and better outcomes across the revenue lifecycle." Model N recently announced it now manages $1.3 trillion in gross revenue for pharmaceutical and medical technology customers. The company also recently launched Data nSights, an AI-ready integrated data and analytics solution, and expanded agentic workflows across pricing, deal execution, and gross-to-net. Advisors J.P. Morgan Securities LLC acted as exclusive financial advisor to Kalderos in connection with this transaction. Cooley LLP acted as legal counsel to Kalderos in connection with the transaction. Kirkland & Ellis acted as legal counsel to Model N in connection with the transaction. About Model N For more than 25 years, Model N has been the leader in end-to-end commercialization, revenue optimization, and compliance for pharmaceutical, medtech, and high-tech innovators. With a focus on innovation and customer success, Model N helps manufacturers streamline their revenue operations and remain compliant, empowering them to deliver life-changing products to the world. Its intelligent platform, purpose-built solutions, and advanced analytics and AI automation are trusted by more than 150 of the world's leading companies across more than 120 countries. For more information, visit www.modeln.com. About Kalderos Kalderos is a health technology company focused on delivering an independent, authoritative view of financial operations across the pharmaceutical ecosystem. Through its Truzo platform, Kalderos has created a purpose-built gross-to-net intelligence platform that consolidates claims-level information to enable proactive revenue management decisions. Built on the analysis of billions of dollars in drug purchases and discounts, Kalderos offers clients an unrivaled view of market activity, unifying data across 340B, Medicare, Medicaid, and commercial programs to enable precise, scalable, and auditable insights at the claim level. Headquartered in Chicago, Kalderos was founded in 2016 and continues to pursue its goal of creating an objective source of financial truth for the gross-to-net ecosystem that eliminates misalignments and waste and promotes a more sustainable market for pricing and paying for prescription drugs. To learn more about Kalderos, please visit www.kalderos.com.

Model N
May 5th, 2026
Model N appoints Thomas Gibbs to board of directors.

Model N appoints Thomas Gibbs to board of directors. May 5, 2026 Seasoned pharmaceutical executive brings over 25 years of commercial leadership to Model N board REDWOOD CITY, Calif., May 5, 2026 - Model N, a leading end-to-end commercialization, revenue optimization, and compliance platform for life sciences companies, announced the appointment of Thomas Gibbs to the company's board of directors. Gibbs has over 25 years of leadership experience across Executive Management, Marketing, Sales, Commercial Operations, and Finance at small, mid-size, and large pharmaceutical companies. He is the Executive Vice President and President of Lundbeck US, a biopharmaceutical company focused exclusively on brain health. Throughout his career, Gibbs has held senior commercial and general management roles at Johnson & Johnson, Novartis, Bristol Myers Squibb, Takeda, Endo Pharmaceuticals, Vanda Pharmaceuticals, OptiNose, and Sunovion. These include Chief Commercial Officer positions overseeing U.S., Canadian, and European markets for companies with leading central nervous system (CNS) franchises. "Tom brings deep pharmaceutical leadership and extensive experience scaling complex, global organizations while driving measurable business impact," said Bret Connor, CEO of Model N. "His strength lies in integrating strategy, analytics, and cross-functional collaboration to help drive sustainable growth. As Model N continues to advance its offerings and expand globally, we believe his expertise will play an important role in our continued momentum." "Life sciences companies face increasing pressure to modernize operations and enable sustainable, data-driven growth, and Model N is uniquely positioned to support that journey," said Gibbs. "I look forward to bringing my experience to help advance Model N's strategy and deliver greater value for its customers." Gibbs' role was sourced through the external board program operated by Vista Equity Partners, a global technology investor that specializes in enterprise software and is a majority investor in Model N. Launched in 2017, the board program leverages Vista's ecosystem and additional resources to identify, train, and appoint qualified board candidates for its portfolio companies. The program works to create a pipeline of highly talented board candidates through programs and partnerships that will drive results for the corporate world at large. About Model N For more than 25 years, Model N has been the leader in end-to-end commercialization, revenue optimization, and compliance for pharmaceutical, medtech, and high-tech innovators. With a focus on innovation and customer success, Model N helps manufacturers streamline their revenue operations and remain compliant, empowering them to deliver life-changing products to the world. Its intelligent platform, purpose-built solutions, and advanced analytics and AI automation are trusted by more than 150 of the world's leading companies across more than 120 countries. For more information, visit www.modeln.com.

PharmiWeb
Mar 4th, 2026
Model N Expands into Global Market Access Through Strategic Partnership with CCX

Model N expands into global market access through strategic partnership with CCX. Joint offering helps life sciences companies align launch strategy and commercial decisions across global markets REDWOOD CITY, Calif. - March 2, 2026 - Model N, the leading end-to-end commercialization, revenue optimization, and compliance platform for life sciences companies, announced a strategic partnership with CCX, a market leading technology company focused on accelerating global market access and pricing strategy. The partnership extends Model N's platform functionality into earlier phases of the drug lifecycle and expands the company's capabilities beyond pricing and market access operations into global launch pricing strategy. As a result, joint customers can more effectively coordinate pricing strategies and ensure timely launch execution in an increasingly complex regulatory and market access environment. The collaboration enables pharmaceutical manufacturers to quickly model, simulate, and coordinate launch strategies and commercial terms before products reach the market - a critical need as early access decisions can have downstream pricing and revenue implications across global markets. Model N's 2026 State of Revenue Report found that 99% of life sciences leaders say gross-to-net has become more complex. Yet many organizations still manage critical pricing and revenue processes through spreadsheets and manual workflows. This limits their ability to quickly evaluate trade-offs, anticipate cross-market impacts, and identify pricing risks from policies such as most-favored-nation (MFN) before decisions are made. "As gross-to-net complexity continues to rise, life sciences organizations need earlier alignment across market access, global pricing, and revenue planning," said Bret Connor, CEO of Model N. "Market access decisions shape the long-term revenue trajectory of a therapy, and by partnering with CCX, we're extending Model N's platform into global launch planning and strategy. This gives our customers greater visibility from initial market access discussions through execution and revenue management." By combining CCX's market access planning capabilities with Model N's pricing, tender, and revenue management solutions, manufacturers can align strategy across the product lifecycle and support end-to-end commercialization through launch, contracting, and loss of exclusivity. Under the partnership, CCX technology connects directly to Model N's global pricing and tender solutions. This allows manufacturers to model cross-market launch sequencing, evaluate MFN exposure, reference pricing impacts, and assess trade-offs before implementation using data-driven scenario modeling. The integration connects market access planning with contracting, tender management, and rebate processing within a coordinated framework. CCX's platform supports in the moment scenario modeling for launch and loss-of-exclusivity planning, collaboration between headquarters and affiliates, and structured payer negotiations. The company currently supports 76 pharmaceutical assets across 56 countries. "By working with Model N, we can connect market access planning directly to revenue execution," said Nathan Sigworth, CEO of CCX. "Together, we are helping manufacturers launch products more strategically, manage commercial decisions with greater confidence, and foster stronger collaboration with payers to ensure therapies reach the patients who need them." Editor details. * Company: * PharmiWeb * Name: * Editor Last Updated: 04-Mar-2026

Associated Press
Jan 26th, 2026
Model N names CPO and CTO to drive AI innovation and platform growth

Model N, a commercialisation and revenue optimisation platform for life sciences and high-tech companies, has appointed Dan Koellhofer as chief product officer and David Schur as chief technology officer. The move separates product and technology functions to accelerate innovation whilst maintaining platform reliability as the company scales. Koellhofer, formerly SVP of applications for sales and marketing at Anaplan, will lead product strategy and innovation. Schur, previously CTO at Blackstone portfolio company Sphera, will oversee engineering and platform strategy, including new agentic AI capabilities. The appointments follow recent additions to Model N's executive team, including a chief growth officer, chief financial officer and chief customer officer. The California-based company serves over 150 manufacturers across more than 120 countries.