Director, National Accounts, Medicaid – Government Accounts

Xenon Pharmaceuticals Inc.

. Call on strategic government-sector customers, including state Medicaid agencies, managed Medicaid plans, PBMs, and other government channels .

Posted 11/11/2026full-timeRemote • United StatesLead💰 $236,708 - $260,200 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive market access expertise in the biotech and pharmaceutical sectors, with a strong focus on Medicaid-specific strategies, government payer policies, and reimbursement dynamics. Proven ability to build executive-level relationships and lead contract negotiations to secure product coverage and improve access.

Highest-signal resume keywords

Market Access ExperienceMedicaid-Specific StrategyGovernment Payer Policy KnowledgeContract Negotiation SkillsAnalytical Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Market AccessAccount ManagementPayer StrategyReimbursement DynamicsContract NegotiationData AnalysisProduct Coverage ImprovementPharmacy Benefit LaunchBudget ManagementRegulatory Compliance

Soft Skills

Relationship BuildingInfluencing SkillsEntrepreneurial MindsetHigh IntegrityWork Ethic

Industry Keywords

BiotechPharmaceuticalsMedicaidCMS GuidanceAffordable Care ActPayer CoverageSpecialty PharmaciesCompetitive MarketsHEORAMCP

About the role

Key responsibilities & impact

Call on strategic government-sector customers, including state Medicaid agencies, managed Medicaid plans, PBMs, and other government channels
Secure product coverage and patient access to Xenon products
Ensure products are quickly reviewed post-approval for rapid formulary adoption
Develop and execute business plans for Medicaid-targeted states and government payer accounts
Monitor Medicaid policies, CMS guidance, and state-specific access developments
Build and maintain executive-level relationships with Medicaid agencies, pharmacy directors, managed Medicaid leaders, and government stakeholders
Prioritize top markets and opportunities
Secure formulary access and reimbursement aligned with brand and payer strategies
Negotiate supplemental rebates and lead contract processes from initiation through completion
Collaborate with leadership, pricing, contracting analytics, payer MSLs, Medical Affairs, Value and Access, Sales, Marketing, HEOR, and field teams
Communicate value propositions and HEOR data to target audiences
Review sales trends and competitive landscapes to identify pull-through opportunities
Execute aligned pull-through plans with regional sales directors and representatives
Assist with field training on payer knowledge and formulary reimbursement nuances
Advise internal stakeholders on policy and market developments
Represent Xenon at key industry conferences, including AMCP, Asembia, and WMPAA
Develop short- and long-term functional objectives aligned with company strategy
Plan and manage budget proposals and approved budgets
Recruit, lead, direct, develop, coach, and evaluate direct reports, if any
Ensure compliance with company policies and Code of Business Conduct and Ethics
Perform other duties as assigned

Requirements

What you’ll need

Minimum bachelor’s degree required; advanced degree a plus
Minimum of 10 years market access experience in biotech/pharmaceuticals
At least 5 years in Medicaid-specific market access, account management, and payer strategy
Deep knowledge and experience with government payer policy, pricing, and reimbursement dynamics
In-depth knowledge of U.S. payer coverage and reimbursement systems at federal, state, and local levels
Knowledge of Affordable Care Act-related regulatory changes and pharmaceutical channel dynamics
Proven track record securing and improving product coverage and reimbursement across private and government payers, specialty pharmacies, and organized customers
Experience launching pharmacy benefit products in competitive markets
Experience leading contract negotiations to minimize GTN impact and drive profitability
Strong analytical skills and ability to analyze data, identify trends, and inform strategy
Ability to build customer relationships with diverse audiences and influence cross-functionally
Entrepreneurial mindset and ability to deal with ambiguity
High integrity and exceptional work ethic
Up to 50% travel required based on business needs
Some international travel may be required

Benefits

Comp & perks

Base salary
Target bonus
Stock options
Medical insurance
Dental insurance
Vision insurance
Short-term disability insurance
Long-term disability insurance
Accidental death & dismemberment insurance
Life insurance
Employee Assistance Program
Travel insurance
Retirement savings programs with company matching contributions
Vacation days
Personal days
Sick days
End-of-year company shutdown
Employee development and Training, Learning & Development program
Tuition Assistance program for advanced degrees
Fully remote work arrangement