Strategic GTM, Principal
Core
Own a segment of the largest provider organizations (national MSOs, PE-backed groups) by building strategy, defining account lists, and driving end-to-end commercial execution.
Role type
Principal Strategic Account Executive (GTM)
Builds
Strategic GTM plans, named account lists, commercial architectures, and ROI cases for healthcare provider segments
Domain
Healthcare operations, Revenue Cycle Management, AI voice agents
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Strategic market segmentation, account planning, financial modeling, enterprise sales negotiation, cross-functional leadership, ROI case development, regulatory navigation (HIPAA/BAA)
Preferred skills
Healthcare or PE/provider-services consulting experience, AI/automation sales in regulated industries, EHR ecosystem fluency (Epic, athenahealth), network in provider group leadership
Technologies
EHR systems (Epic, athenahealth, ModMed), clearinghouse/RCM stacks
Responsibilities
Build market maps and account segmentation logic; construct named account lists with entry hypotheses; define pricing posture and pilot designs; lead long-cycle multi-stakeholder deals from prospecting to close; author quantified ROI cases based on customer data; navigate RFPs, security reviews, and legal negotiations; codify outreach strategies and qualification criteria for future hires
Seniority
Principal, hands-on IC with strategic ownership