Associate Director of Revenue

The Associate Director, Revenue will lead revenue accounting and the Gross-to-Net (GTN) process, managing outsourced service providers across revenue accounting and transparency reporting. This role serves as the company’s internal expert on U.S. revenue recognition (ASC 606), GTN forecasting and true-ups, as well as overseeing the federal/state pricing and transparency compliance. This is a build-and-scale position—ideal for a hands-on leader who can design processes, implement controls, and collaborate cross-functionally with Market Access, Commercial, Supply Chain, Legal, and FP&A to ensure compliant, accurate, and timely results.

Key Responsibilities

Revenue Recognition & Reporting: Own end-to-end revenue recognition under U.S. GAAP (ASC 606), including variable consideration estimation, roll-forwards, and analytics. Lead monthly close for U.S. product revenue: review/approve journal entries, accruals, reconciliations, and flux analyses to ensure timely, accurate results.

Gross-to-Net (GTN) Management: Build and maintain the GTN waterfall; partner with third-party providers to design methodologies, set assumptions, monitor drivers (chargebacks, rebates, returns, price protection, copay, admin fees), and manage true-ups. Own GTN inputs and translate market dynamics (payer mix, utilization, formulary changes, copay trends, returns) into forecast assumptions.

Vendor Oversight: Serve as business owner for third-party service providers (3PL, chargebacks/rebates processor, government pricing vendor, price transparency partner, data aggregator). Set SLAs/KPIs, lead weekly operational reviews, resolve exceptions, and ensure data and ERP systems.

Evaluate vendor performance, escalate issues, and drive continuous improvement and automation—Compliance & Controls.

Design and implement key controls (SOX 404), segregation of duties, and reconciliations across ERP, 3PL portals, and pricing systems.

Partner with Commercial, Market Access, FP&A, and Legal on new product launches, contract analysis, and government policy impacts on revenue recognition.

Oversee order-to-cash processes.

Support external reporting and quarterly/annual audits.

Develop a long-term vision for the Managed Markets team to ensure high-quality financial reporting as the company continues to grow.

Requirements

CPA preferred; Bachelor’s degree in Accounting, Finance, or Economics required.

10–12 years of progressive experience in biopharma revenue accounting and government pricing, with launch and in-market experience strongly preferred.

Deep knowledge of ASC 606, GTN methodologies, and SOX internal controls.

Proven leadership managing outsourced providers with measurable SLA/KPI outcomes.

Strong technical accounting and SOP/policy writing skills. Advanced Excel skills; familiarity with NetSuite or similar ERP systems. Excellent communication and stakeholder management; thrives in fast-paced, first-launch environments. Ability to provide objective, independent insights to executives on broader business issues.

Demonstrated track record of being a part of a team of high-performing finance professionals.

Leads by example, possesses a strong work ethic, and is collaborative, with a hands-on approach and proven ability to work under pressure and to tight deadlines.

• Strong learning agility. Enjoys and excels in managing strategic business challenges and issues, incorporating the newest ideas, technologies, and approaches to business. Demonstrate a high level of emotional intelligence and self-awareness.