Director, GTM Strategy, Pricing

Summary

Join Abridge as the Director of GTM Strategy + Pricing and lead the evaluation, prioritization, and launch of new features, products, customer segments, and markets. You will be responsible for key initiatives, including upsell and cross-sell strategies, segmentation and activation for new markets, and the commercialization of new offerings. This role involves overseeing pricing and packaging strategy, collaborating with cross-functional teams, and driving successful commercialization and growth. You will develop pricing and packaging strategies, own cross-sell and upsell strategies, lead deal desk operations, evaluate market opportunities, and support commercialization and upstream alignment. The position also requires conducting market research and analysis to inform strategic decision-making. This is a strategic role requiring collaboration with various teams to achieve Abridge's commercial goals.

Requirements

• 8+ years of experience in health tech, with expertise in go-to-market strategy, commercialization, or product management
• Strong experience with pricing models and market research tools and methodologies
• Proven ability to analyze complex data and market conditions to guide decisions on market entry and prioritization
• Expertise in developing pricing and packaging strategies to optimize revenue and speed to market
• Excellent communication skills, with a track record of collaborating cross-functionally and influencing key stakeholders
• Process-driven mindset, with a focus on building scalable, repeatable GTM processes
• Experience in launching new products or services in healthcare or technology environments

Responsibilities

• Develop Pricing + Packaging Strategy: Design and implement scalable pricing and packaging strategies for new and existing products that optimize revenue growth and accelerate time-to-market. Work closely with Finance and Sales Leadership to ensure pricing models align with business goals and market demands
• Own Cross-Sell and Upsell Strategy: Develop and implement strategies to identify, prioritize, and execute cross-sell and upsell opportunities. Work collaboratively with Partner Success, Enablement, and Sales Leadership to ensure these initiatives are seamlessly integrated into GTM processes for measurable impact on customer value and revenue growth
• Lead Deal Desk Operations: Oversee a deal desk function to manage organizational complexity, growth, and risk. Codify a booking policy to standardize deal valuations, rate changes, and other considerations. Monitor deal profitability, adherence to contractual obligations, and overall alignment with company objectives
• Evaluate Market Opportunities: Analyze customer needs, the competitive landscape, and macro trends to identify and prioritize new product features, customer segments, and markets. Using data-driven insights, align with the product development roadmap and commercial initiatives to determine which markets to target and why. Partner closely with Commercial Insights and Finance to ensure decisions are data-driven and strategically aligned
• Support Commercialization & Upstream Alignment: Partner closely with Product, Marketing, Sales, Partner Success, Enablement, and Finance teams to inform and shape go-to-market strategies. Work upstream to identify and prioritize new use cases and feature requests, conducting initial market research and building preliminary business cases for entry into the commercialization funnel. Collaborate with Sales Leadership and the Director of Commercial Insights to ensure strategic alignment between go-to-market priorities, product development timelines, and organizational objectives
• Conduct Market Research & Analysis: Leverage market research tools and methodologies to validate assumptions and guide decisions about market segmentation, competitive positioning, and customer demand. Collaborate with Commercial Insights and Finance to integrate customer feedback and commercial data into strategic decision-making. Translate findings into actionable recommendations for prioritizing new markets and features

Benefits

• Generous Time Off : 13 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees
• Comprehensive Health Plans : Medical, Dental, and Vision plans for all full-time employees. Abridge covers 100% of the premium for you and 75% for dependents. If you choose a HSA-eligible plan, Abridge also makes monthly contributions to your HSA
• Paid Parental Leave : 16 weeks paid parental leave for all full-time employees
• 401k and Matching : Contribution matching to help invest in your future
• Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits
• Learning and Development Budget : Yearly contributions for coaching, courses, workshops, conferences, and more
• Sabbatical Leave : 30 days of paid Sabbatical Leave after 5 years of employment
• Compensation and Equity : Competitive compensation and equity grants for full time employees