[Hiring] Sr.Dir/AVP Commercial Strategy - Risk Adjustment @Inovalon

Role Description

The Sr.Dir/AVP of Risk Adjustment & Clinical Commercial Strategy is responsible for defining and driving the commercial growth strategy for new and existing solutions in this area, serving as the critical link between customers, sales execution, and product strategy. This role supports commercial planning, pricing strategy, go-to-market execution, and voice-of-customer insights, ensuring that customer needs, market dynamics, and product capabilities translate into durable revenue growth.

This role reports to the SVP of the Payer Commercial Strategy group and partners closely with senior leaders across Commercial, Sales, Product, Engineering, Marketing, Finance, Legal, and Customer Success. The role is a critical component of the high-impact commercial team that enables scale, clarity, and execution across the Payer portfolio. This role supports commercialization of new Payer products and enhancements, and leads build/buy/partner decisions, M&A decisions, and defining market segment strategies, and high level solution needs for internal builds.

Duties and Responsibilities

• Commercial Strategy & Business Planning
  • Support end-to-end commercialization for new Payer products, partnerships and add-ons, including launch signoff, positioning, pricing, enablement, customer messaging, and post-launch performance tracking.
  • Ensure new product launches are evaluated for profitability and GTM consideration with discipline and precision, partnering cross-functionally to drive adoption, pipeline conversion, and early revenue realization.
  • Support the annual and multi-year business planning, ensuring tight alignment across sales capacity, product roadmaps, pricing strategy, and financial targets.
  • Translate enterprise strategy into executable GTM plans for new products, add-ons, and expansions.
• Go-to-Market & Commercialization
  • Support GTM plans for new Payer products and enhancements in close partnership with Product and Sales.
  • Ensure clear positioning, pricing, packaging, and enablement for marketing, sales and customer-facing teams.
  • Support Sales Engineering from primarily demo-based pre-sales support into a strategic commercial capability, contributing to go-to-market execution, deal strategy, pricing input, and structured Voice of Customer feedback.
• Pricing & Monetization
  • Own product and services pricing strategy for the Payer business, in close alignment with Product and Finance.
  • Refine pricing frameworks that balance growth, competitiveness, and margin discipline.
  • Support deal-level pricing decisions and approvals for complex or strategic opportunities.
• Voice of Customer & Market Intelligence
  • Assist and Co-Lead the Client Engagement program, including customer advisory boards, KLAS engagement, customer insights, and feedback loops.
  • Support the market research and competitive intelligence, translating insights into actionable recommendations for product, pricing, and GTM strategy.
  • Ensure customer insights directly inform roadmap prioritization and commercial decisions.
• Cross-Functional Leadership & Alignment
  • Drive Integrated conversations across Sales, Product, Engineering, Marketing, and Customer Success, driving clarity, accountability, and execution from strategy through results.
  • Build strong relationships with internal stakeholders to ensure decisions translate into outcomes, not just plans.
  • Partner with Sales and Marketing on brand-building, campaigns, messaging, and competitive positioning.
• Executive Communication & Performance Monitoring
  • Monitor and analyze commercial performance, including bookings, pipeline health, pricing effectiveness, and retention signals.
  • Present business plans, performance insights, and growth recommendations to executive leadership.
  • Use data and customer insights to continuously refine strategy and execution.
  • Establish clear launch success metrics and operating cadence to monitor adoption, customer feedback, and commercial performance post-launch.
  • Advise and help with the refinement of scalable commercialization playbooks and operating models to support repeatable launches as the Payer portfolio expands.
• Specific Duties
  • Support the execution of the Payer commercial strategy, including pricing, packaging, and GTM plans as it related to the Risk Adjustment and correlated solutions and services such as Medical Record Retrieval, Medical Record Review, In Home Assessments, Care Gap Closure, and integration with clinical systems for the purpose of risk adjustment.
  • Allocate meaningful time to customer engagement, including executive meetings, conferences, and strategic accounts.
  • Act as a thought leader, attending and speaking at conferences as well as regular interaction with industry analysts from Gartner, KLAS, IDC, HFS, etc.
  • Partner with other commercial team members on strategic partnerships and inorganic growth opportunities in collaboration with Sales and Product teams.
  • Ensure tight linkage between customer satisfaction, retention, and revenue outcomes.

Qualifications

• 15+ years of experience in healthcare, data, technology, or analytics-driven businesses with direct strategic or operational experience for risk adjustment programs.
• Demonstrated success defining and executing revenue growth strategies in complex, cross-functional environments.
• Strong understanding of Payer market dynamics, healthcare economics, and enterprise software or data solutions.
• Proven ability to operate at both strategic and executional levels, translating strategy into results.
• Exceptional communication, influence, and executive presence.

Requirements

• BA or BS degree in technical or business discipline and or related field, or equivalent work experience.
• 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 35% travel.