GTM Strategy Lead

About the role

• Abridge was founded in 2018 to power deeper understanding in healthcare. Its AI-powered platform transforms patient-clinician conversations into structured clinical notes in real time, improving documentation efficiency and helping clinicians focus on patients.
• The platform offers deep EMR integrations and uses Linked Evidence and purpose-built, auditable AI to map generated summaries to ground truth so providers can trust and verify the output. Abridge focuses on responsible deployment of generative AI across health systems.
• The team includes practicing MDs, AI scientists, PhDs, creatives, technologists, and engineers, with offices in San Francisco's Mission District, New York's SoHo neighborhood, and Pittsburgh's East Liberty neighborhood.
• As Abridge grows from one product into a platform, you will own a focused set of commercial priorities, from initial hypotheses through tested recommendations. You will identify buyers and build offers around their problems, including pricing, packaging, the economic case, and the path to a sale.
• This is a senior individual contributor role on the Commercial Strategy team. You will conduct analysis and write first drafts yourself, collaborating with colleagues who bring product expertise and customer context.
• Your work will give leadership clear decisions and give the field offers that buyers can understand and carry forward internally. You will take each initiative through an initial test and a clear handoff to execution teams.
• This is a fully remote role for applicants in the United States.

Responsibilities

• Recommend where to focus next by comparing opportunities against required resources and dependencies. Align teams on the decision to resolve and the handoff, drive work to completion, and surface unresolved choices early.
• Own segmentation and targeting. Recommend which accounts to pursue for each offer, in what order, and through which buyer. Build cohort models using internal systems and public data, translate them into prioritized account lists, and propose quarterly goals with Sales leaders based on opportunity and execution capacity.
• Shape new products and sales motions early with Product and Finance. Assess target segments and entry strategies, including bundles and standalone products. Define what must be learned before committing further resources, including offers for new buyers without pricing precedents.
• Develop commercial theses for new offers. Define the target buyer and problem, recommend packaging and pricing models, explain how the offer gets bought and evolves at expansion or renewal, and ground recommendations in customer evidence and economic models.
• Translate pricing decisions into usable business terms. Partner with Deal Desk and Finance on price books and approval rules, clarify tradeoffs and when concessions could enable adoption or expansion, and provide consistent guidance that can be revisited as results challenge the thesis.
• Build and test the initial commercial argument. Translate product capabilities into a buyer's reason to act with a credible value case. Test it with Sales and Partner Success in customer conversations, then partner with Product Marketing and Enablement to create a repeatable field motion.
• Close evidence gaps using Commercial Insights and targeted buyer research. Build models yourself, make assumptions visible, show how recommendations change across scenarios, and distinguish demonstrated customer value from hypotheses requiring testing.
• Review pricing performance with Finance and Deal Desk alongside adoption and buying behavior. Identify where offers work and where changes are needed, and bring evidence-backed recommendations.

Requirements

• Experience developing commercial strategy for complex B2B products, with work that reached customers and changed how the company sold. Be able to identify offers you brought to market and their effects on price, adoption, or sales cycles.
• Hands-on pricing and packaging experience, including explaining offer economics in buyer-friendly terms, setting list prices, tiers, or discount floors used by Deal Desk or Sales, and changing pricing models when evidence warrants it.
• Experience pricing products without existing reference points, such as a new category, buyer, or pricing unit, using research rather than benchmarks to build the model.
• Strong analytical skills, including building working models from incomplete inputs, identifying decisive assumptions, and combining account and usage data with external evidence to create actionable cohorts.
• Clear writing that carries skeptical readers through the reasoning, with usable first drafts improved through focused feedback.
• Independent judgment: take positions with available evidence and change them when new information warrants it.
• Ownership through completion, taking ambiguous questions through decisions and equipping other teams to act.
• Ability to influence across functions without owning every dependency, resolve competing priorities, and surface decisions requiring leadership involvement.
• Curiosity about products and buyer workflows, including recognizing when attractive ideas will be difficult to buy or implement.
• Bonus: Healthcare technology experience and understanding of how health systems evaluate clinical or revenue cycle investments.
• Bonus: Experience helping a company expand from a single product into a platform or developing a commercial motion against an established incumbent.

Benefits

• A fast-paced, high-growth startup environment focused on improving healthcare, with millions of medical conversations processed each month.
• A culture of extreme ownership, empathy, shared success, continuous growth, and feedback, alongside curious, high-achieving colleagues.
• Flexible work hours, an inclusive culture, and ongoing learning opportunities supporting professional and personal growth.
• 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees.
• Medical, dental, and vision coverage for full-time employees and their families.
• Monthly employer HSA contributions when enrolled in a High Deductible Health Plan.
• Generous paid parental leave for full-time employees.
• Family-forming resources and financial support.
• 401(k) contribution matching.
• Tax-free personal device allowance.
• Flexible Spending Accounts and pre-tax commuter benefits.
• Monthly Lifestyle Wallet contributions for fitness, professional development, coworking, and more.
• Access to therapy and coaching.
• Paid sabbatical leave after five years of employment.
• Competitive compensation and equity grants for full-time employees.

Equal opportunity and accommodations

• Abridge considers qualified applicants equally without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability.
• Reasonable accommodations are available throughout the interview and selection process. Instructions for requesting accommodations will be provided after application submission.

Recruitment safety

• Abridge will never request financial information, payment, bank account numbers, or Social Security numbers during the application or interview process.
• Recruiting emails come from an @abridge.com address. Exercise caution and cease communications if an interaction seems suspicious.
• See the FTC's guidance on recruitment fraud for additional information.