Principal, Commercial GTM – Direct

Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we believe that when our customers are successful in their missions, healthcare improves. Therefore, we focus on empowering them with data-driven solutions. And the momentum is building.

Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs. Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve.

Work Location:

This position is designated as remote. However, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL;
Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).

The Principal, Commercial GTM - Direct is responsible for driving structured GTM execution and readiness across the Provider portfolio, ensuring new products, enhancements and capabilities translate into measurable adoption among our direct customer base, pipeline and revenue impact.

• Execute GTM plans for new Provider products and enhancementswithappropriate internal stakeholders to ensure clear positioning, pricing, packaging and enablement for Sales and customer-facing teams.
• Lead quarterly commercial portfolio planning to define andmaintaina clear “Plan of Record,” aligning product investment reviews and roadmap, market priorities, and commercial readiness across Product, Sales and Engineering
• Partner with Sales Engineering leadership to evolve the function from demo support to a strategic commercial capability, including early adopter validation, deal strategy input and structured Voice of Customer capture.
• Define and manage defined projects in the product portfolio governance process. Prepare,facilitate and communicatetoorganizationon portfolio governance topics through full commercialization.
• Create and report metrics/KPIs on the efficacy of the GTM and GTM Readiness functions.
• Build strong relationships with internal stakeholders to ensure effective project management held to business timelines, including making decisions that translate into specific outcomes.
• Own commercialization outcomes for new product launches, including adoption, pipeline contribution, and revenue impact, ensuring clear linkage between product releases and business performance, specifically through our direct sales efforts.
• Own post-launch performance tracking and continuous optimization, ensuring products achieve targeted adoption and commercial outcomes.
• Partner with Product and Pricing to inform pricing and monetization strategies, incorporating market feedback, competitive positioning and performance data.

• Monitor and analyze commercial performance, including bookings, pipeline health, pricing effectiveness and retention signals.
• Use data and customer insights to continuously refine execution.
• Establish clearlaunchsuccess metrics and operating cadence tomonitoradoption, customer feedback and commercial performance post-launch.
• Build scalablecommercializationplaybooks and operating models to support repeatable launches as the Provider portfolio expands.

• 8+ years of experience in healthcare SaaS, enterprise software, or commercial program leadership
• Proven success in developing new programs that are right sized for our organization to ensure successful execution
• Demonstrated leadership skills for influencing cross functional teams
• Financial and operational awareness (understanding of revenue, pipeline, retention signals)
• Open communication that includes negotiation and win-win approaches
• Strong presentation and communication skills (verbal, written, visual, listening)—inclusive of executive audiences
• Professional and positive approach, self-motivated, strong in building relationships, team player, dynamic, creative with the ability to work on own initiative
• Experience working cross-functionally…