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).
Overview
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.
Job 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.
This position is not eligible for immigration sponsorship (e.g. H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. (This is only applicable for US-based positions)
If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. Inovalon is most interested in finding the best candidate for the job, and you may be just the right person for this or other roles.
By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.
Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.
To review the legal requirements, including all labor law posters, please visit this link
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Work Location: If the US position is listed as remote, 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).
Skills Required
- 8+ years of experience in partner management, alliances, ecosystem strategy, healthcare SaaS, enterprise software, or commercial program leadership
- Proven success developing and scaling partner go-to-market programs, co-sell motions, strategic alliances, or ecosystem commercialization initiatives
- Ability to influence cross-functional teams and align diverse stakeholders around common business objectives
- Experience managing complex initiatives involving internal teams and external partners
- Strong commercial and operational acumen, including pipeline generation, revenue growth, partner economics, and business performance metrics
- Strong executive communication, facilitation, negotiation, and relationship management skills
- Experience working cross-functionally across Partnerships, Product, Sales, Marketing, and Customer Success organizations
- Strong project management, organizational, and execution skills with the ability to manage multiple priorities
- Professional, positive, self-motivated, collaborative approach with the ability to build trust-based relationships
- Bachelor's degree in business, a technical discipline, or a related field
- Experience supporting partner ecosystems, indirect channels, alliance programs, reseller programs, or co-sell motions
- Master's degree or equivalent
Inovalon Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Inovalon and has not been reviewed or approved by Inovalon.
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Leave & Time Off Breadth — PTO is described as front‑loaded with growth over tenure, alongside an expanded paid‑holiday calendar and a floating holiday. This structure provides a solid baseline of paid time away from work.
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Retirement Support — A 401(k) with employer match is repeatedly highlighted as a strong element of total rewards. This adds meaningful long‑term value beyond base pay.
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Wellbeing & Lifestyle Benefits — Hybrid and fully remote options are commonly referenced as a positive, supporting flexibility. This work‑arrangement latitude is often weighed alongside cash compensation.
Inovalon Insights
What We Do
Inovalon is a leading provider of cloud-based platforms empowering data-driven healthcare.
