Principal, Commercial – DirectGTM

Inovalon; Bowie (MD); Hybrid; USD 126,000 - 185,000; Full time

Job summary

Inovalon is seeking a Principal, Commercial GTM - Direct to drive structured go-to-market execution for the Provider portfolio. You will align product definitions with market launch, enablement, and direct sales impact, reporting to the Sr. Director Commercial GTM.

The role requires 8+ years in healthcare SaaS or similar commercial program leadership, strong cross-functional influence, and a data-driven approach to performance metrics. Remote-friendly with hybrid work near Bowie, MD.

Qualifications

• 8+ years of experience in healthcare SaaS, enterprise software, or commercial program leadership.
• Proven success in developing programmes sized for our organization and driving execution.
• Strong leadership to influence cross-functional teams and drive results.
• Financial and operational awareness including revenue, pipeline and retention signals.

Responsibilities

• Execute GTM plans for new Provider products and enhancements with internal stakeholders.
• Lead quarterly commercial portfolio planning to define a Plan of Record across Product, Sales and Engineering.
• Partner with Sales Engineering to evolve the function to a strategic commercial capability.
• Define and manage projects in the product portfolio governance process and communicate governance topics.

Skills

GTM strategy

Cross-functional leadership

Healthcare SaaS

Revenue growth

Education

BA/BS in technical or business

Master’s degree preferred

Job description

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 enhancementswithappropriate internal stakeholders to ensureclear 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 governanceprocess. Prepare,facilitateand communicate to organizationon 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 programmes 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)

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.

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Compensation Range: $126K - $185K