[Hiring] Director of Revenue @Milestone Pharmaceuticals

Role Description

Milestone Pharmaceuticals is seeking a Director / Senior Director of Revenue & Government Pricing to lead the end-to-end revenue function, including gross-to-net (GTN), government pricing, and strategic revenue analytics. This role is a critical leadership position responsible for ensuring accurate financial reporting while serving as a strategic partner to Commercial, Market Access, and Executive Leadership.

The ideal candidate will bring deep expertise in pharmaceutical revenue management, including GTN modeling, government pricing (AMP, Best Price, etc.), and commercial contracting. This individual will own the design, execution, and continuous improvement of revenue processes, systems, and analytics, and will play a key role in supporting product launch readiness and long-term growth strategy.

The Director will lead an effort to understand and analyze gross to net estimates and related liabilities, thereby supporting strategic forecasting and budgeting efforts. This hybrid role requires building relationships with key business partners in the Sales, Contracting, Marketing, and Finance organizations, as well as external vendors. Developing and implementing industry best practices within the Revenue Reporting and Accounting space. Finally, this position will be responsible for leading the annual and quarterly financial reporting process according to U.S. GAAP.

Duties and Responsibilities

• Revenue Accounting & Gross-to-Net Leadership
  • Own the end-to-end GTN process, including accruals, estimates, true-ups, and financial close
  • Ensure compliance with ASC 606 and U.S. GAAP for all revenue recognition activities
  • Oversee preparation and review of monthly, quarterly, and annual revenue reporting
  • Lead account reconciliations, variance analysis, and audit support
  • Maintain a robust control environment to ensure accuracy and compliance
• Government Pricing & Compliance
  • Own all government pricing calculations, including AMP, Best Price, Non-FAMP, and related metrics
  • Oversee Medicaid, Medicare, Tricare, and other federal/state program rebates and reporting
  • Ensure compliance with all regulatory requirements, including Public Law filings and pricing transparency laws
  • Partner with Compliance and Legal to manage pricing risk and regulatory exposure
• Forecasting, Modeling & Analytics
  • Lead development of GTN forecasting models, including payer mix, channel dynamics, and demand drivers
  • Develop and maintain driver-based revenue models to support budgeting and long-range planning
  • Provide scenario analysis and decision support to leadership on pricing and contracting strategies
  • Deliver actionable insights on revenue trends, risks, and opportunities
• Commercial & Market Access Partnership
  • Serve as a strategic finance partner to Market Access, Commercial, and Pricing teams
  • Evaluate financial impact of commercial contracts, rebates, and pricing strategies
  • Support contract negotiations through ROI modeling and profitability analysis
  • Participate in Contract Pricing Committee and provide data-driven recommendations
• Trade, Distribution & 3PL Oversight
  • Oversee revenue-related activities of third-party logistics (3PL) providers
  • Monitor channel inventory, wholesaler activity, chargebacks, and returns
  • Ensure accuracy of data flows from wholesalers, PBMs, and other external partners
• Systems, Data & Process Optimization
  • Own revenue systems and data infrastructure (e.g., GTN modeling tools, contract systems)
  • Drive automation and scalability of revenue processes
  • Ensure data integrity across multiple data sources (3PL, PBM, government, etc.)
  • Implement best-in-class tools and processes to support growth
• Financial Reporting & SEC Filings
  • Lead preparation of revenue disclosures for SEC filings (10-K, 10-Q, MD&A)
  • Collaborate with Finance leadership on external reporting requirements
  • Support internal and external audit processes
• Team Leadership & Cross-Functional Collaboration
  • Build, lead, and develop a high-performing revenue and government pricing team
  • Manage internal staff and external vendors/consultants
  • Foster strong cross-functional relationships across Finance, Commercial, Market Access, Compliance, and Legal
• Product Launch & Business Strategy Support
  • Support new product launches with GTN model design and pricing strategy
  • Partner with Business Development and Commercial teams on revenue implications of new opportunities
  • Ensure scalable processes are in place for future product commercialization

Qualifications

• Degree in accounting or finance with a CPA required
• A bachelor’s degree in finance or accounting and at least 10 years of broad scope accounting, reporting and analysis experience from the pharmaceutical/biotechnology space
• Deep expertise in gross-to-net accounting, commercial contracting, and government pricing regulations
• Proven experience supporting product launches and commercial organizations
• Experience interacting with executive leadership and influencing strategic decisions
• Strategic thinker with strong analytical and problem-solving skills
• Excellent communication and executive presentation skills
• Ability to operate in a fast-paced, growth-oriented environment
• Strong attention to detail with a commitment to accuracy and integrity
• Advanced Excel, Microsoft Dynamics and data analysis skills
• Confidence, strong communication skills and the ability to present to senior business leaders
• Ability to adhere to processes and controls to satisfy routine internal/external audits
• CPA or MBA highly preferred

Location

The preferred location for this role is our Charlotte office; however, remote work may be considered for qualified candidates.

COVID-19 Vaccination Policy

All Milestone employees, regardless of work location, must be fully vaccinated for COVID-19. This requirement includes a booster dose once eligible. Requests for exemption for medical or sincerely held religious beliefs will be considered.

EEOC Statement

Milestone believes in a diverse environment and is committed to equal employment opportunities for all its employees and qualified applicants. We do not discriminate in recruitment, hiring, training, promotion or any other employment practices for race, color, religion, gender, national origin, age, sexual orientation, marital or veteran status, disability, or any other legally protected status. Milestone will make reasonable accommodations for qualified individuals with known disabilities in accordance with applicable law.