Director, GTM Strategy + Pricing

Company: Abridge
Location: San Francisco
Posted on: May 3, 2025

Job Description:

Abridge was founded in 2018 with the mission of powering deeper understanding in healthcare. Our AI-powered platform was purpose-built for medical conversations, improving clinical documentation efficiencies while enabling clinicians to focus on what matters most-their patients.Our enterprise-grade technology transforms patient-clinician conversations into structured clinical notes in real-time, with deep EMR integrations. Powered by Linked Evidence and our purpose-built, auditable AI, we are the only company that maps AI-generated summaries to ground truth, helping providers quickly trust and verify the output. As pioneers in generative AI for healthcare, we are setting the industry standards for the responsible deployment of AI across health systems.We are a growing team of practicing MDs, AI scientists, PhDs, creatives, technologists, and engineers working together to empower people and make care make more sense. We have offices located in the SoHo neighborhood of New York, the Mission District in San Francisco, and Lawrenceville in Pittsburgh.The RoleWe are seeking a strategic and process-driven Director of GTM Strategy + Pricing to lead the evaluation, prioritization, and launch of new features, products, customer segments, and markets to the Commercial teams at Abridge. In this role, you will be responsible for key initiatives, including upsell and cross-sell strategies, segmentation and activation for new markets, and the commercialization of new offerings. Additionally, you will oversee pricing and packaging strategy while partnering closely with our finance team to ensure alignment with broader financial and organizational goals. You will collaborate with cross-functional teams-including product, finance, sales, marketing, partner success, solution design, and implementation-to drive successful commercialization and ongoing growth across our markets.What You'll Do

• Develop Pricing + Packaging Strategy: Design and implement scalable pricing and packaging strategies for new and existing products that optimize revenue growth and accelerate time-to-market. Work closely with Finance and Sales Leadership to ensure pricing models align with business goals and market demands.
• Own Cross-Sell and Upsell Strategy: Develop and implement strategies to identify, prioritize, and execute cross-sell and upsell opportunities. Work collaboratively with Partner Success, Enablement, and Sales Leadership to ensure these initiatives are seamlessly integrated into GTM processes for measurable impact on customer value and revenue growth.
• Lead Deal Desk Operations: Oversee a deal desk function to manage organizational complexity, growth, and risk. Codify a booking policy to standardize deal valuations, rate changes, and other considerations. Monitor deal profitability, adherence to contractual obligations, and overall alignment with company objectives.
• Evaluate Market Opportunities: Analyze customer needs, the competitive landscape, and macro trends to identify and prioritize new product features, customer segments, and markets. Using data-driven insights, align with the product development roadmap and commercial initiatives to determine which markets to target and why. Partner closely with Commercial Insights and Finance to ensure decisions are data-driven and strategically aligned.
• Support Commercialization & Upstream Alignment: Partner closely with Product, Marketing, Sales, Partner Success, Enablement, and Finance teams to inform and shape go-to-market strategies. Work upstream to identify and prioritize new use cases and feature requests, conducting initial market research and building preliminary business cases for entry into the commercialization funnel. Collaborate with Sales Leadership and the Director of Commercial Insights to ensure strategic alignment between go-to-market priorities, product development timelines, and organizational objectives.
• Conduct Market Research & Analysis: Leverage market research tools and methodologies to validate assumptions and guide decisions about market segmentation, competitive positioning, and customer demand. Collaborate with Commercial Insights and Finance to integrate customer feedback and commercial data into strategic decision-making. Translate findings into actionable recommendations for prioritizing new markets and features.What You'll Bring

• 8+ years of experience in health tech, with expertise in go-to-market strategy, commercialization, or product management.
• Strong experience with pricing models and market research tools and methodologies.
• Proven ability to analyze complex data and market conditions to guide decisions on market entry and prioritization.
• Expertise in developing pricing and packaging strategies to optimize revenue and speed to market.
• Excellent communication skills, with a track record of collaborating cross-functionally and influencing key stakeholders.
• Process-driven mindset, with a focus on building scalable, repeatable GTM processes.
• Experience in launching new products or services in healthcare or technology environments.Why work at Abridge?At Abridge, we're driven by our mission to bring understanding and follow-through to every medical conversation. Our culture is founded on doing things the "inverse" way in a legacy system-focusing on patients, instead of the system; focusing on outcomes, instead of billing; and focusing on the end-user experience, instead of a hospital administrator's mandate.Abridgers are engineers, scientists, designers, and health policy experts from a diverse set of backgrounds-an experiment in alchemy that helps us transform an industry dominated by EHRs and enterprise into a consumer-driven experience, one recording at a time. We believe in strong ideas, loosely held, and place a high premium on a growth mindset. We push each other to grow and expose each other to the latest in our respective fields. Whether it's holding a PhD-level deep dive into understanding fairness and underlying bias in machine learning models, debating the merits of a Scandinavian design philosophy in our UI/UX, or writing responses for Medicare rules to influence U.S. health policy, we prioritize sharing our findings across the team and helping each other be successful.How we take care of Abridgers:
  • Generous Time Off: 13 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees.
  • Comprehensive Health Plans: Medical, Dental, and Vision plans for all full-time employees. Abridge covers 100% of the premium for you and 75% for dependents. If you choose a HSA-eligible plan, Abridge also makes monthly contributions to your HSA.
  • Paid Parental Leave: 16 weeks paid parental leave for all full-time employees.
  • 401k and Matching: Contribution matching to help invest in your future.
  • Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.
  • Learning and Development Budget: Yearly contributions for coaching, courses, workshops, conferences, and more.
  • Sabbatical Leave: 30 days of paid Sabbatical Leave after 5 years of employment.
  • Compensation and Equity: Competitive compensation and equity grants for full time employees.
  • ... and much more!Diversity & InclusionAbridge is an equal opportunity employer. Diversity and inclusion is at the core of what we do. We actively welcome applicants from all backgrounds (including but not limited to race, gender, educational background, and sexual orientation).
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Keywords: Abridge, Mountain View , Director, GTM Strategy + Pricing, Accounting, Auditing , San Francisco, California