Director, Pharma GTM & Market Development
About the role
The role exists to take a new offering in the intersection of patient activation and pharmaceutical marketing to market, scale, prove the commercial model with the first pharma partners, and build the playbook that lets the broader commercial team run with it in year two.
Responsibilities
Positioning and category narrative: Define how this offering is described and differentiated — messaging, segmentation, and customer-facing content — and move buyers off default frames onto the real story.
Pricing and packaging: Set pilot pricing, design the model that scales, and defend it once pilot data comes in — with a point of view going in and the judgment to adjust once results arrive.
Product partnership: Be the voice of the customer back to the product team and the translator of product capability into commercial offering — shaping the roadmap for the next 12–24 months.
Business outcomes: Own how this offering performs and how it shows up in the market.
The first proof points: Personally take the first three-plus pilots from conversation to signed agreement, navigating legal and compliance, and closing it.
Cross-functional alignment: Work daily with Product, Legal, Insights & Analytics, Marketing, and Commercial, earning alignment through clarity and evidence, not thru direct authority.
In Year One: Establish proof with three or more pilots in the first six months. Build the GTM playbook by month nine. Lock the pricing model. Establish the category narrative.
Requirements
Deep pharma experience and an active network: Most of your career has been in pharma, at a consulting, technology, data, or media company serving pharma clients. Understand DTC, HCP, market access, and innovation budgets, and how compliance and procurement actually work, with current relationships among brand marketers, HCP leads, innovation directors, or executives, ideally in immunology, oncology, or rare disease.
The ability to position for many buyers: Flex to different buyer types in the room without losing the core story.
The ability to make the value clear: Articulate a new offering's value in the language of whichever buyer is in the room, moving them off default frames and onto the actual value.
A track record of launching something new — and seeing it through: Take something from idea to first deal to rollout — positioned it, priced it, sold it, shipped it, and made it successful.
Pricing and packaging instincts: Price a new offering before, with a point of view going in and the judgment to adjust once pilot data comes back.
GM-style ownership: Run this offering like your own business — working daily with Product, Legal, IA, Marketing, and Commercial without managing them, leading through clarity and evidence.
Qualifications
Comfortable navigating conversations with a mix of stakeholders in the room, including legal and compliance.
Specialty pharma experience over primary care.
Public credibility in the category — speaker at MM&M, DTC National, ePharma Summit, or comparable.
Skills
Strategic thinking and execution.
Strong communication and presentation skills.
Ability to build and maintain relationships across multiple departments and levels within the organization.
Experience in launching and scaling new products or services.
Understanding of pharmaceutical industry dynamics and compliance requirements.
Benefits
Phreesia offers a comprehensive Total Rewards package designed to support your whole life — not just your work. This includes competitive total cash compensation inclusive of base salary and variable incentive, flexible PTO, and a variety of insurance coverage for people (and pets!).
Pay
Competitive total cash compensation inclusive of base salary and variable incentive, dependent on qualifications.
Schedule
This is a U.S. remote role (ET/CT) with frequent travel to meet with clients/partners, priority for those local to NYC/Tristate area.