Director of Go-To-Market and Strategy, Pharma

Hippocratic AI•Palo Alto, CA

1d•Onsite

About The Position

We are seeking a Director of Go-to-Market and Strategy, Pharma to define Hippocratic AI's strategic positioning in the pharma market and lead the commercial execution that turns that strategy into enterprise revenue. This is a role that lives at the intersection of pharma commercialization strategy and enterprise business development — for someone who can develop the thesis on where AI transforms pharma operations, build the strategic frameworks that make that thesis actionable, and then personally drive the enterprise relationships and deal cycles that convert it into signed contracts. This is a strategy-first commercial role. Before you sell anything, you will define what we sell, to whom, and why it matters — grounding the company's pharma go-to-market in a deep understanding of how therapies are commercialized, how patient services programs are designed and funded, how brand teams allocate investment, and where the pharma commercial model is under the most pressure to evolve. You will shape the strategic narrative that gives Hippocratic AI permission to be in the room with pharma C-suites — and then you will be the person in that room, leading the conversations that open accounts and close deals. The ideal candidate has deep roots in pharma commercialization strategy — someone who has spent their career advising pharma companies on launch excellence, commercial model design, patient engagement, market access, and brand lifecycle management, and who has converted that advisory credibility into large-scale business development outcomes. You understand the commercial lifecycle of a therapy from the pipeline through loss of exclusivity. You know where pharma's strategic priorities are shifting, which organizational functions hold budget and influence, and how enterprise buying decisions actually get made. And you have the relationships and reputation to engage pharma leadership as a strategic peer from the first meeting. The Director of Go-to-Market and Strategy, Pharma is responsible for defining Hippocratic AI's pharma market strategy and leading the commercial efforts that convert that strategy into enterprise revenue and long-term pharma partnerships. You will own the strategic architecture of the pharma GTM — determining how the platform maps to pharma commercialization priorities, which segments and use cases to pursue, how to position against alternatives, and what the company's pharma narrative should be at every stage of market development. You will then execute against that strategy — personally leading the company's most important pharma relationships, driving enterprise deal cycles from strategic engagement through contract execution, and building the repeatable playbooks and processes that scale the GTM motion as the commercial team grows. You will report to the President, Life Sciences, and work closely with the Chief Commercial Officer, Sales, Customer Success, Product, Medical Affairs, and Compliance leadership.

Requirements

15+ years of experience in pharma commercialization strategy, life sciences consulting, business development, or enterprise commercial leadership — with a significant portion spent advising or selling to senior leadership at large pharma organizations.
Deep understanding of pharma commercial operations including launch strategy, brand management, pricing and market access, patient services program design and economics, adherence and persistence, commercial model design, and product lifecycle management.
Demonstrated ability to develop market strategy and competitive positioning — not just execute a sales plan but define the strategic foundation that a sales plan is built on.
Established, active network of senior relationships (VP, SVP, C-suite) across pharma commercial, medical, patient services, and executive leadership — built through years of direct strategic engagement.
Demonstrated track record of originating and closing large, complex enterprise engagements with major pharma organizations — whether consulting partnerships, technology deals, or commercial services agreements.
Ability to frame AI platform capabilities in the strategic language of pharma commercialization — connecting technology to launch readiness, patient outcomes, commercial efficiency, and competitive positioning.
Experience navigating enterprise pharma buying processes involving commercial leadership, medical affairs, IT, legal, compliance, procurement, and cross-functional governance.
Comfort working in high-growth environments with limited structure and high expectations for ownership, strategic thinking, and results.
Exceptional executive communication, presentation, and negotiation skills.

Nice To Haves

Background in life sciences strategy consulting with progression to senior leadership or partnership-level roles.
Experience selling or deploying AI, digital health, SaaS, or data and analytics solutions into pharma organizations.
Therapeutic area depth across high-growth categories such as obesity and metabolic, ophthalmology, CNS, cardiovascular, respiratory, immunology, oncology, rare disease, or cell and gene therapy.
Experience with pharma commercialization partnerships, outsourced commercial services, or co-commercialization models.
Prior experience building commercial functions, GTM playbooks, or sales teams at high-growth or early-stage companies.
MBA or advanced degree.

Responsibilities

Pharma Market Strategy and Strategic Positioning
Own the pharma market strategy for Hippocratic AI — defining the company's strategic positioning, target segments, priority use cases, competitive differentiation, and long-term market development roadmap across pharma and biotech.
Develop the strategic thesis on where agentic AI creates transformative value in pharma commercialization — mapping platform capabilities to the highest-impact opportunities across launch readiness, patient services, adherence and persistence, market access, HCP engagement, medical information, and commercial operations.
Analyze and segment the pharma market based on commercial model maturity, patient services investment, launch pipeline activity, digital strategy posture, and organizational readiness for AI adoption — identifying where the company should focus and in what sequence.
Build strategic frameworks and commercial narratives that position Hippocratic AI within the context of how pharma organizations actually commercialize therapies — from pre-launch planning through mature brand optimization, lifecycle transitions, and loss-of-exclusivity strategies.
Identify and assess emerging pharma commercial trends — including direct-to-patient models, manufacturer-owned dispensing, digital-first engagement, commercial model consolidation, the convergence of patient services and market access, and the evolving role of AI in brand strategy — and translate them into strategic recommendations for leadership.
Develop pricing strategy, deal structure frameworks, and partnership models that reflect pharma commercial norms and maximize both near-term revenue and long-term platform positioning.
Partner with Product, Medical Affairs, and Solutions to ensure the company's product roadmap, clinical governance, and solution capabilities are aligned with the pharma market strategy.
Present the pharma market strategy and competitive positioning to company leadership, investors, and board-level stakeholders as needed.
Enterprise Deal Origination and Execution
Personally originate, advance, and close high-value enterprise deals with pharma and biotech organizations — leveraging the strategic positioning work to create differentiated, insight-led sales conversations.
Use deep pharma relationships and advisory credibility to create direct access to C-suite and SVP-level decision-makers — engaging as a strategic peer who reframes how they think about AI in their commercial model.
Lead complex, multi-stakeholder deal cycles from initial strategic engagement through contract execution — navigating commercial leadership, brand teams, medical affairs, patient services, IT, legal, compliance, procurement, and executive governance.
Develop and execute account strategies that reflect a sophisticated understanding of how pharma organizations make buying decisions — identifying the right strategic entry points, mapping internal influence and governance structures, aligning with budget cycles, and sequencing stakeholder engagement for maximum deal velocity.
Lead complex contract negotiations with pharma procurement, legal, and compliance teams — structuring partnership models, pricing frameworks, performance terms, and deployment scope with the sophistication required for enterprise pharma engagements.
Maintain disciplined pipeline management with accurate forecasting, clear deal stage criteria, and rigorous qualification standards.
C-Suite Relationship Development and Industry Presence
Build and maintain trusted, senior-level relationships across the pharma industry that generate pipeline, accelerate deals, and create long-term strategic partnerships — drawing on decades of advisory and commercial engagement with pharma executive leadership.
Represent Hippocratic AI at major pharma industry conferences, executive forums, and advisory events — building the company's brand and strategic credibility with the pharma commercial community through thought leadership, keynotes, panel participation, and executive networking.
Develop and publish thought leadership on AI in pharma commercialization — including perspectives on commercial model transformation, patient services evolution, and the strategic implications of agentic AI for pharma operating models.
Cultivate relationships with key pharma industry influencers, advisors, board members, and ecosystem connectors across consulting, commercial services, and life sciences who can open doors, amplify credibility, and provide market intelligence.
GTM Playbook Development and Scaling
Codify the company's pharma GTM approach into a repeatable, scalable playbook — documenting account targeting and prioritization criteria, ideal customer profiles, stakeholder engagement sequences, strategic discovery frameworks, objection handling, deal stage definitions, pricing guidance, and competitive positioning.
Build account segmentation and prioritization models grounded in pharma commercial realities — identifying which organizations are most ready for AI-enabled transformation based on launch pipeline, commercial operating model maturity, patient services investment, therapeutic area mix, and digital strategy posture.
Develop deal playbooks for specific pharma buying personas — including heads of patient services, commercial operations, brand leadership, medical affairs, digital health, IT, and procurement — documenting what each cares about, how they evaluate strategic partners, and how to build a compelling case for each.
Create discovery and qualification frameworks that reflect the nuances of pharma buying — including how to assess commercial urgency, internal sponsorship strength, budget authority, cross-functional alignment, and governance readiness.
Partner with Marketing to inform demand generation strategy, conference presence, content development, and account-based programs based on the pharma market strategy and frontline intelligence.
Cross-Functional Enablement and Organizational Feedback
Elevate the pharma commercial literacy of the broader organization — helping Solutions, Customer Success, Product, and Engineering teams understand how pharma companies commercialize therapies, how brand teams think about investment decisions, how patient services programs are structured and funded, and what drives strategic partnership selection.
Provide strategic feedback to Product and Engineering based on pharma market analysis and enterprise deal conversations — identifying capability gaps, integration requirements, and roadmap priorities that are blocking or enabling revenue and market positioning.
Partner with Customer Success to ensure smooth transitions from deal close to deployment and that early pharma customer experiences create expansion opportunities, reference-ability, and advocacy.
Help recruit and onboard new commercial team members, transferring pharma market context, relationship knowledge, deal expertise, and playbook content that accelerates ramp and effectiveness.