AVP, GTM & Commercial Strategy — Real World Data
Overview
The AVP of GTM & Commercial Strategy is a senior commercial leader responsible for driving both the go-to-market execution and the strategic commercial agenda for Inovalon’s Real World Data (RWD) business.
Duties and Responsibilities
Lead and own the commercial strategy for Inovalon’s RWD business, including revenue targets, market segmentation, growth opportunity identification, and multi-year business planning in alignment with product roadmaps, sales capacity, and financial targets.
Define and execute market segment strategies for RWD customers, with particular emphasis on the life sciences segment (biopharma, medical device, CROs, HEOR) and adjacent segments including payers and providers.
Lead build/buy/partner decision frameworks and M&A evaluation for the RWD portfolio, identifying inorganic growth opportunities in collaboration with Sales, Product, Corporate Strategy, and other internal Inovalon functions.
Translate enterprise strategy into actionable, segment-specific commercial plans for new products, add-ons, and expansions across the RWD portfolio.
Support annual and multi-year business planning cycles, ensuring tight alignment across sales capacity, product roadmaps, pricing strategy, and financial targets.
Own GTM readiness and commercialization execution for new RWD products and enhancements, ensuring clear positioning, pricing, packaging, and enablement for sales and customer-facing teams.
Establish and operationalize a repeatable commercialization model for the RWD portfolio, including scalable launch playbooks, portfolio governance, and operating cadences connecting product definition through market launch to post-launch performance.
Lead quarterly product portfolio planning to define and maintain a clear Plan of Record, aligning product roadmap, market priorities, and commercial readiness across Product, Sales, and Engineering.
Own post-launch performance tracking and continuous optimization, ensuring RWD products achieve targeted adoption, pipeline contribution, and revenue outcomes.
Partner with Sales Engineering to evolve pre-sales support toward a strategic commercial capability, including early adopter validation, deal strategy input, and structured Voice of Customer capture.
Ensure new product launches are rigorously evaluated for profitability and GTM viability, driving adoption, pipeline conversion, and early revenue realization.
Own product and services pricing strategy for the RWD business, in close alignment with Product and Finance, developing pricing frameworks that balance growth, competitiveness, and margin discipline.
Design RWD-specific pricing and packaging models that reflect the distinct value drivers of closed claims, open claims, EHR, and clinical notes data across different customer segments and use cases.
Support deal-level pricing decisions and approvals for complex or strategic opportunities in the RWD portfolio.
Incorporate competitive positioning, market feedback, and performance data into continuous refinement of monetization strategies.
Lead the Voice of Customer function for the RWD business, including customer advisory boards, structured feedback loops, and insight programs that directly inform roadmap prioritization and commercial decisions.
Drive market research and competitive intelligence for the RWD landscape, translating insights into actionable recommendations for product strategy, pricing, and GTM execution.
Monitor and analyze the evolving RWD regulatory and policy landscape — including FDA Real World Evidence guidance, CMS data programs, and data use and privacy regulations — to ensure commercial strategy remains proactive and well-positioned.
Ensure customer insights, especially from life sciences and other priority segments, are systematically captured and integrated into product and commercial decisions.
Allocate meaningful time to direct customer engagement, including executive meetings, strategic account support, and industry conferences.
Serve as an external thought leader and spokesperson for Inovalon’s RWD capabilities, presenting at key industry forums and relevant life sciences and data analytics conferences.
Engage with industry analysts from Gartner, KLAS, IDC, HFS, and other relevant analyst firms, ensuring Inovalon’s RWD narrative is well understood and competitively differentiated.
Partner with Sales and Marketing on brand-building, thought leadership content, marketing campaigns, and competitive positioning for the RWD business.
Represent Inovalon’s RWD business in strategic partnership discussions and with potential M&A targets, in collaboration with Sales, Product, and Corporate Strategy.
Drive integrated cross-functional alignment across Sales, Product, Engineering, Marketing, Finance, and Customer Success, ensuring clarity, accountability, and execution from strategy through results.
Build strong relationships with internal stakeholders to ensure commercial decisions translate into measurable outcomes, not just plans.
Ensure tight linkage between customer satisfaction, retention signals, and revenue outcomes for the RWD portfolio.
Monitor and analyze commercial performance for the RWD business, including bookings, pipeline health, pricing effectiveness, and retention signals, using data and customer insights to continuously refine strategy and execution.
Establish clear launch success metrics and operating cadences to track adoption, customer feedback, and commercial performance post-launch.
Present business plans, performance insights, and growth recommendations to the VP of Commercial Strategy and broader executive leadership.
Define and report on KPIs for GTM readiness, launch execution efficacy, and commercial strategy outcomes across the RWD portfolio.
Job Requirements
15+ years of experience in healthcare data & analytics, life sciences data, or enterprise SaaS with a direct focus on commercial strategy, go-to-market, or revenue growth.
Deep domain expertise in real world data markets, including working knowledge of closed and open claims, EHR data, and clinical notes; direct experience commercializing or deploying RWD solutions for life sciences customers (biopharma, medical device, CROs, HEOR) strongly preferred.
Demonstrated success defining and executing revenue growth strategies in complex, cross-functional environments, with the ability to operate credibly at both the strategic and executional level.
Strong understanding of the RWD regulatory and policy landscape, including FDA RWE guidance, CMS data programs, and evolving data use and privacy frameworks.
Proven ability to translate market intelligence, customer insights, and competitive dynamics into differentiated commercial strategies and GTM plans.
Experience with inorganic growth strategy, including build/buy/partner evaluation, M&A analysis, or strategic partnership development.
Exceptional communication and executive presence, with demonstrated ability to influence at all levels of leadership and represent the company externally at conferences and with analyst communities.
Demonstrated ability to work cross-functionally across Product, Sales, Marketing, and Finance, driving accountability and outcomes across organizational boundaries.
Financial and operational acumen, including a working understanding of revenue, pipeline, pricing economics, and retention dynamics.
Education
BA or BS degree in a technical or business discipline, or equivalent work experience, required.
Master’s degree (MBA or relevant technical graduate degree) preferred.
Physical Demands and Work Environment
Sedentary work (i.e., sitting for long periods of time).
Subject to inside environmental conditions.
May require up to 35% travel.
Benefits
Competitive salary and benefits package, including:
Health insurance
Life insurance
Company-paid disability
401(k)
18+ days of paid time off