Director, Managed Markets & National Accounts
The Company
Our client is an innovative neurotechnology company that has developed the first and only FDA-approved at-home brain stimulation treatment for Major Depressive Disorder. The treatment is a first-line, home-based neuromodulation therapy for adults 18 and older with moderate to severe Major Depressive Disorder, prescribed by a licensed clinician and used as either a standalone therapy or an adjunct to medication, without requiring prior medication failure.
A multisite, double-blind, placebo-controlled trial published in a leading peer-reviewed journal supported the FDA approval, and real-world data from tens of thousands of users outside the US shows a favorable safety profile. The treatment became available in the US in September 2026, and the company is building out its commercial infrastructure to support adoption.
The Role They Will Play
The company is hiring a fractional Director of Managed Markets & National Accounts to close its first contracts with GPOs, IDNs, health systems and private/government payors. A small number of initial contracts are in place, with many more to come as product adoption grows. The Director’s primary goal is to identify and convert early account interest into signed agreements and establish a contracting process the company can scale.
This role reports to the Chief Commercial Officer and works directly with the executive team. This is the first position focused on the Managed Markets function, so the Director will operate independently: setting priorities within agreed goals, running negotiations personally, and keeping leadership informed and aligned without day-to-day direction.
This is a fractional position requiring a minimum of 10 and a maximum of 20 hours per week.
Key Responsibilities
Closing Initial Contracts
- Identify and prioritize commercial, Medicare and Medicaid plans, IDN, and GPO targets for the company’s initial US contracts.
- Lead negotiations from first outreach through signed agreement, including pricing, contract terms, and contract structure.
- Close initial contracts that establish the treatment in key accounts and serve as reference points for future agreements.
- Manage the existing contracts and expand them as adoption grows.
Contracting Process
- Establish single-case coverage arrangements with plans before the device is reviewed and a formal coverage policy is established.
- Establish contracting processes, templates, and approval workflows in coordination with Finance and Legal.
- Develop account-level value messaging and materials using the company’s clinical trial and real-world data.
- Track pipeline, deal status, and contract performance.
Executive Communication
- Keep executive leadership informed on pipeline, deal status, and risks.
- Bring pricing and contract decisions to leadership with clear recommendations, options, and tradeoffs, and drive them to resolution.
- Present national accounts strategy and progress to executive leadership on a regular basis.
Cross-Functional Collaboration
- Partner with Sales, Marketing, Clinical, and Finance to support pull-through once contracts are signed.
- Share account feedback with the commercial team to inform launch planning.
Background Profile
The ideal candidate is a payer- and account-facing contracting leader who has personally closed first contracts for a new product and is comfortable operating independently at an early-stage company.
- 10+ years of national accounts, strategic accounts, or contracting experience in medical device, diagnostics, or biopharma.
- Track record of closing contracts with commercial, Medicare and Medicaid plans, IDN and GPO targets, including initial contracts for a new product.
- Pricing and contract negotiation experience.
- Experience communicating directly with C-level leaders, including presenting recommendations and managing expectations.
- Experience negotiating single-case arrangements before a formal policy is established.
- Demonstrated ability to work independently, managing priorities and time without close oversight.
- Experience launching a new product in the US market, ideally at a small or early-stage company.
- Familiarity with neuromodulation, digital health, mental/behavioral health, or a comparable clinician-prescribed device category.
- Established relationships with GPO and IDN decisionmakers preferred.
- Bachelor’s degree required; advanced degree in business, public health, or health policy preferred.
Location, Schedule, and Compensation
This fractional position requires a minimum of 10 and a maximum of 20 hours per week. It is fully remote within the US, with travel to accounts and conferences as needed. Compensation is commensurate with experience and structured to reflect the fractional schedule.
About KBIC Life Sciences
Kaye/Bassman’s experienced pharmaceutical and biotechnology executive search team combines managing directors, partners, and tenured consultants who have exceptional industry and functional domain knowledge.
Because we were founded on the concept of Market Mastery™, each of our recruiters works in a specific functional domain that mirrors the departments of your company. Couple that with our Client Focused Search™ approach, the result is that you get the top talent hand delivered to you fast. We work with scaling start-ups looking for cross-functional leadership. We also partner with established organizations focusing on strategic hires. All pharmaceutical, diagnostics, medical device, and related companies can benefit by partnering with Kaye/Bassman’s Pharma & Biotech team.
