Director, Revenue

Role Summary:

The Director, Revenue Accounting leads the company's revenue recognition function for commercial product sales, including gross-to-net (GTN) accounting, rebate and chargeback estimation, and related revenue reporting under U.S. GAAP (ASC 606). This is a highly visible role that partners closely with Commercial, FP&A, and external auditors to ensure accurate, timely, and well-controlled revenue accounting as the company scales. The ideal candidate has deep industry revenue accounting experience, including hands-on knowledge of gross-to-net estimates unique to the specialty pharmaceutical industry. 

This is a full-time position based in Waltham, MA without the possibility of being remote.  

Primary Responsibilities Include:

Revenue Recognition & Technical Accounting 

• Own end-to-end revenue recognition for product sales in accordance with ASC 606, including contract review, performance obligation analysis, and variable consideration estimates. 
• Lead the monthly and quarterly close process for revenue, including journal entries, account reconciliations, and flux analysis. 
• Implement and maintain accounting policies and technical memos supporting revenue recognition positions. 

Gross-to-Net (GTN) Accounting 

• Implement, maintain, and continuously refine GTN estimation models covering rebates, chargebacks, distribution fees, prompt-pay discounts, returns, and copay/patient assistance programs. 
• Partner with Market Access, Trade, and Commercial teams to ensure GTN assumptions reflect current contracts and market dynamics. 
• Monitor actual-to-estimate variances and true up accruals as new data becomes available. 

Controls, Compliance & Audit 

• Implement and maintain SOX-compliant internal controls over the revenue and GTN accrual process. 
• Serve as the primary point of contact for external auditors on all revenue-related matters; manage audit requests and support technical accounting positions. 
• Ensure compliance with relevant SEC reporting requirements (10-Q/10-K revenue disclosures). 

Cross-Functional Partnership & Reporting 

• Partner with FP&A to support revenue forecasting, budgeting, and board/investor reporting. 
• Collaborate with Commercial Operations and Supply Chain on distributor/specialty pharmacy inventory data (channel inventory, sell-through) used in revenue and GTN calculations. 
• Present revenue and GTN results to senior leadership, including trend analysis and risk commentary. 

Process & Systems 

• Lead the evaluation and implementation of systems/tools to automate revenue and GTN accounting as sales volume grows (e.g., contract management, rebate management software, ERP revenue modules). 
• Build and document scalable processes as the company transitions from pre-commercial to multi-product commercial operations. 
• Manage external vendors supporting the end-to-end revenue cycle. 

Education and Skills Requirements:

• Bachelor's degree in Accounting, Finance, or related field; CPA required. 
• 10+ years of progressive accounting experience, including significant time in biotech/pharmaceutical revenue accounting. 
• Big 4 public accounting background and industry experience strongly preferred. 
• Deep, hands-on experience with gross-to-net accounting (rebates, chargebacks, distribution fees, copay programs) in a specialty or branded pharma setting. 
• Strong technical knowledge of ASC 606 and its application to pharmaceutical product sales. 
• Experience designing and operating 404B SOX-compliant controls. 
• Experience working with distributors, specialty pharmacies, and/or GPOs and interpreting channel data. 
• Experience with rebate/contract management systems and ERP systems (e.g., NetSuite) 
• Experience in a company scaling from single-product launch to multi-product portfolio. 

 

 

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