Principal, Commercial GTM – Direct

Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we focus on empowering customers with data-driven solutions to help them succeed in their missions and improve healthcare.

This position is designated as remote. Employees within a 40-mile radius of Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule, working in the office two days per week (Tuesdays and Wednesdays).

About the Role

The Principal, Commercial GTM - Direct is responsible for driving structured go-to-market (GTM) execution and readiness across the Provider portfolio. This role ensures new products, enhancements, and capabilities translate into measurable adoption among the direct customer base, pipeline, and revenue impact. Reporting to the Sr. Director of Commercial GTM, this position 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 and post-launch performance.

Responsibilities

• Execute GTM plans for new Provider products and enhancements with 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, 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 projects in the product portfolio governance process, preparing, facilitating, and communicating portfolio governance topics through full commercialization.
• Create and report metrics/KPIs on the efficacy of GTM and GTM Readiness functions.
• Build strong relationships with internal stakeholders to ensure effective project management aligned with business timelines and outcomes.
• Own commercialization outcomes for new product launches, including adoption, pipeline contribution, and revenue impact, ensuring clear linkage between product releases and business performance.
• Track post-launch performance and drive continuous optimization to ensure 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.
• Monitor and analyze commercial performance, including bookings, pipeline health, pricing effectiveness, and retention signals, using data and customer insights to 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.

Requirements

• 8+ years of experience in healthcare SaaS, enterprise software, or commercial program leadership.
• Proven success in developing new programs tailored to organizational needs to ensure successful execution.
• Demonstrated leadership skills for influencing cross-functional teams.
• Financial and operational awareness, including understanding of revenue, pipeline, and retention signals.
• Strong communication skills, including negotiation, presentation, and active listening, with the ability to engage executive audiences.
• Professional and positive approach; self-motivated, relationship-driven, dynamic, creative, and able to work independently.
• Experience working cross-functionally across Product, Sales, and Marketing.
• Strong project management and organizational skills.

Qualifications

• BA or BS degree in a technical or business discipline or related field required.
• Master’s degree or equivalent preferred.

Work Environment

• Sedentary work (sitting for long periods).
• Exerting up to 10 pounds of force occasionally and/or negligible repetitive motions.
• Subject to inside environmental conditions.
• May require up to 25% travel.

Pay

Base compensation range: $126,000—$185,000 USD. This position may also be eligible for performance-based incentives.

Benefits

• Health insurance.
• Life insurance.
• Company-paid disability.
• 401k retirement plan.
• 18+ days of paid time off.
• Additional benefits to support health, financial goals, and work-life balance.

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.