[Hiring] Principal, Commercial GTM – Direct @Inovalon

Role Description

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.

Reporting to the Sr. Director Commercial GTM, this role serves as a cross-functional integrator across Product, Sales Enablement, Marketing, Customer Operations, Sales Engineering, and Pricing to ensure execution from product definition through market launch to our direct customers and prospects and post-launch performance.

The Principal will have responsibility for driving GTM programs and GTM execution while providing strategic direction for revenue growth. They will establish and operate a repeatable GTM model, connecting portfolio planning, launch execution, and performance outcomes in alignment with business direction.

Core Responsibilities

• Execute GTM plans for new Provider products and enhancements with appropriate internal stakeholders to ensure clear positioning, pricing, packaging, and enablement for Sales and customer-facing teams.
• Lead quarterly commercial portfolio planning to define and maintain a 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 communicate to organization on 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.

Performance Monitoring

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

Requirements

• 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 across Product, Sales, and Marketing.
• Strong project management and organizational skills.

Education

• BA or BS degree in technical or business discipline and or related field required.
• Master’s degree or equivalent preferred.

Physical Demands and Work Environment

• Sedentary work (i.e. sitting for long periods of time).
• Exerting up to 10 pounds of force occasionally and/or negligible amount of force.
• Frequently or constantly to lift, carry, push, pull or otherwise move objects and repetitive motions.
• Subject to inside environmental conditions.
• May require up to 25% travel.