Regional Sales Manager, New Business Sales

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 Regional Sales Manager 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.

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.