Strategic GTM, Principal

Responsibilities

• Own and define a strategic segment comprising national MSOs, PE-backed platform groups, and multi-region specialty organizations.
• Build the segment strategy, market map, account segmentation, prioritization logic, and winning thesis.
• Construct and manage a named account list with entry hypotheses for each organization.
• Set pricing posture, pilot design, and land-and-expand paths.
• Coordinate marketing, outbound, solutions, product, and founders around the segment plan.
• Own long-cycle, multi-stakeholder enterprise deals from account planning and prospecting through discovery, pilots, negotiation, and close.
• Build relationships with CFOs, COOs, CIOs, and revenue-cycle executives.
• Multi-thread across revenue cycle, finance, IT, security, compliance, clinical operations, and procurement.
• Develop quantified ROI cases using customer data, including cost-to-collect, denial rates, days in A/R, redeployed FTE hours, and recovered cash.
• Navigate RFPs, security reviews, HIPAA and BAA diligence, legal negotiations, and phased multi-site rollouts.
• Codify successful outreach strategies, business-case templates, and qualification criteria into a repeatable playbook.
• Feed market insights into the product roadmap and translate roadmap capabilities into commercial advantage.

Requirements

• Strongly preferred: experience at a top-tier strategy consulting firm such as McKinsey, Bain, or BCG.
• Ability to analyze unstructured markets, develop defensible frameworks, and turn strategy into executable plans.
• Executive presence and financial fluency with the ability to engage C-suite healthcare operators credibly on their P&L.
• Demonstrated ability to build long-term relationships with senior operators.
• Ability to win executive support and close complex commercial engagements.
• Entrepreneurial experience operating in environments without established plans.

Nice-to-haves

• Healthcare or private-equity/provider-services consulting experience.
• Experience selling AI, automation, or voice technology into regulated industries.
• Familiarity with EHR and practice-management ecosystems, including Epic, athenahealth, ModMed, and eClinicalWorks.
• Familiarity with clearinghouse and revenue-cycle-management stacks.
• Existing relationships across provider-group leadership or PE-backed provider platforms.
• Early-stage or hypergrowth startup experience.

Compensation

• Competitive base salary, commission, and meaningful equity.