Senior Director, National Commercial Account Management

Job overview:  

Our Senior Director, National Commercial and Medicare Account Management is accountable for building and leading the national payer Account Director team, responsible for driving formulary access and coverage for COMP360 across national and regional payers and PBMs across Commercial and Medicare channels, ahead of and through launch.

The right person should be both a strategic architect and hands-on relationship owner, responsible for translating the COMP360 value proposition into sustainable coverage wins, while partnering internally with HEOR, Medical Affairs, Government Affairs, and Commercial Operations to ensure payer strategies are fully executed with precision.

Location: Remote on the East Coast in the United States or Hybrid in our New York City office

Reports to: Senior Director, National Account Management.

Roles and responsibilities 
(Include but are not limited to): 

National Payer Account Strategy and Execution 

• Work closely with the Senior Director to develop and execute national account strategies across commercial and Medicare payers and PBMs to drive optimal formulary positioning for COMP360 at launch
• Stay current with market forces impacting and driving behaviors of payers and PBMs, and incorporate those variables into proposed account strategies as necessary and appropriate
• Lead account-level planning and prioritization, profiling key payer decision-makers including Pharmacy Directors, Medical Directors, Clinical Pharmacy and Finance leads, and P&T committee members
• Establish and own strategic relationships with national and regional payer accounts, as part of leading their team to serve as the primary interface for coverage, contracting, and access discussions
• Identify and proactively address barriers to formulary inclusion, developing tailored strategies to support timely P&T reviews and coverage policy development 

Value Communication and Pull-Through 

• Articulate the clinical and economic value proposition of COMP360 to payer audiences, integrating HEOR evidence, budget impact models, and real-world data to support coverage and access decisions
• Partner with the Senior Director, National Account Management on pricing and contracting strategy, ensuring payer proposals are commercially sound and aligned with government pricing compliance requirements
• Lead team to execute pull-through initiatives following formulary wins and develop responsive strategies to address coverage challenges in complex or restricted downstream payer accounts 

Cross-Functional Collaboration 

• Partner closely with HEOR, Medical Affairs, Government Affairs, and Commercial Operations to align account strategies with the broader market access and commercial framework
• Collaborate with Commercial Operations on field-facing payer communication tools, formulary grids, and access updates that enable effective sales execution
• Represent the payer perspective internally, providing strategic guidance to leadership on coverage risks, opportunities, and competitive landscape dynamics 

Team and Capability Building 

• Build and lead a high-performing National Account Director team responsible for securing coverage by Commercial and Medicare payers and PBMs
• Work with the Senior Director to establish operating rhythms, KPIs, and account reporting frameworks to track performance and ensure accountability across payer segments​

Candidate Profile:

• 10+ years in pharma/biotech market access, with significant direct experience in national payer account management across commercial and Medicare payers and PBMs
• Proven track record securing formulary access for launch-stage specialty or breakthrough products; CNS/psychiatry or novel treatment modality experience a strong plus
• Deep knowledge of US payer landscape, formulary decision-making processes, utilization management, and prior authorization design
• Ability to translate HEOR and health economic data into compelling value narratives for payer audiences
• Hands-on launch experience at a growth-stage biotech; comfortable building function infrastructure including processes, tools, and teams from scratch
• Exceptional stakeholder management skills; equally credible with external payer accounts and internal cross-functional partners
• Bachelor's degree required; advanced degree in Business, Public Health, Health Economics, or Pharmacy preferred
• Mission and values-aligned leader, passionate about expanding access to mental health innovation; demonstrates Compass' values: Compassion, Boldness, Inclusion, Rigour