Director, Market Development

Phreesia•New York, NY

2d•Remote

About The Position

Phreesia Network Solutions has built a new offering at the intersection of patient activation and pharmaceutical marketing. The product is built, the commercial model is legally cleared, and an advisory board has validated the value proposition. The first pilot client is identified. The primary goal now is to take this offering to market, scale it, prove the commercial model with initial pharma partners, and build a playbook for broader commercial team adoption in year two. This role requires a Market Development Leader to own this offering as a business within Phreesia Network Solutions, responsible for revenue, positioning, pricing, and market outcomes.

Requirements

Deep pharma experience and an active network, with a career spent serving pharma at a consulting, technology, data, or media company.
Understanding of how DTC, HCP, market access, and innovation budgets work, compliance regulations, and procurement processes for new arrangements.
Current working relationships with brand marketers, HCP marketing leads, innovation directors, or executive leaders, ideally in immunology, oncology, or rare disease.
Ability to position the offering for diverse buyers (brand marketers, HCP marketing leads, DTC leads, innovation leads, agency and media partners, executives) without losing the core story.
Skill in articulating the value of a new offering in multiple ways, using the language of the specific pharma buyer.
Ability to move buyers off default frames and onto the actual value proposition.
Track record of launching something new from idea to first deal and rollout, including setting positioning, pricing, selling, and shipping.
Strong follow-through and ability to execute beyond brainstorming.
Experience setting pricing for a new offering, with the ability to form an opinion on the pricing model before pilot data and adjust it based on data.
General Manager (GM)-style ownership mentality, running the offering as one's own business.
Experience working daily with Product, Legal, IA, Marketing, and Commercial teams without managing them.
Ability to lead through clarity, evidence, and follow-through.
Currently working in a company serving pharma.
Comfortable selling with a mix of stakeholders in the room, including legal and compliance.
Specialty pharma experience over primary care.
Public credibility in the category (e.g., speaker at MM&M, DTC National, ePharma Summit, or comparable).

Nice To Haves

Those local to NYC/Tristate area and in ET/CT time zone regions in U.S. are prioritized.
Someone who left pharma years ago is not a fit.
Career media sellers are not a fit.
Operators who have only sold to one buyer type are not a fit.
Marketers who have never owned a deal or a program with measurable results are not a fit.
Sales leaders looking to build a team are not a fit.
Anyone who needs the deck finished before they walk into a room is not a fit.

Responsibilities

Own business outcomes including revenue, pipeline health, customer outcomes, and the commercial trajectory through year two and beyond.
Develop and own the market positioning, including category narrative, messaging, target segmentation, sales collateral, pitch materials, and customer-facing content.
Define and manage pricing and packaging, including pilot pricing, scale pricing, and the final model after pilot data is collected.
Act as the voice of the customer to the product team, translating product capabilities into commercial offerings and shaping the product roadmap for the next 12-24 months.
Personally lead the first three or more pilot deals, including opening doors, structuring conversations, and securing signed contracts before handing off to the commercial team.
Ensure cross-functional alignment with Product, Legal, Insights & Analytics, Marketing, and Commercial teams through clarity, evidence, and follow-through, despite lacking direct authority over most.
Close three or more pilots in the first six months, sourcing and signing two new deals after the identified first pilot.
Build the Go-To-Market (GTM) playbook by month nine, including positioning, pitch deck, sales collateral, objection handling, qualification criteria, and the pricing model.
Ramp the commercial team for year-two scale, enabling sellers to use the playbook materials, positioning, pricing, and qualification process to run deals.
Lock the pricing model by month twelve, based on pilot data and tested in subsequent deals.
Establish the category narrative to shift buyer focus from default frames to the actual value proposition.
Build credibility through pitches, conferences, content, and direct conversations with key industry influencers.

Benefits

Competitive compensation including base salary (Director / Sr. Director band), performance-based variable, and equity.
A comprehensive Total Rewards package designed to support your whole life — not just your work.
Phreesia is committed to pay equity and competitive market positioning.
100% Remote work + home office expense reimbursements
Competitive compensation
Flexible PTO + 8 company holidays
Monthly reimbursement for cell phone + internet + wellness
100% Paid 12-week parental leave to our U.S. employees, as well as a generous parental benefit to our employees in Canada
Variety of insurance coverage for people (and pets!)
Continuing education and professional certification reimbursement
Opportunity to join an Employee Resource Group.