GTM Strategy Lead

Abridge•Chicago, IL

2d•$170,000 - $230,000

About The Position

Abridge is growing from one product into a platform, creating new ways to serve health systems and reach different buyers. The GTM Strategy Lead owns commercial decisions for a focused set of priorities, from initial hypothesis through testing and recommendation. The role determines target buyers, builds offers around customer problems, and develops pricing, packaging, the economic case, and the path to a sale. This is a senior individual contributor role on the Commercial Strategy team. The lead performs analysis and drafts recommendations directly, collaborating with colleagues who contribute product expertise and customer context. The work should provide leadership with clear decisions and give field teams offers that buyers can understand and advance internally. The role carries work through an initial test and hands it off to the teams responsible for execution. The position includes setting commercial priorities, segmentation and account targeting, shaping new products and sales motions, developing commercial theses and pricing models, translating decisions into usable terms and guidance, testing the commercial argument with customers, and recommending changes based on results. The role also requires building models from incomplete inputs, distinguishing proven customer value from assumptions, and influencing cross-functional teams through completion.

Requirements

Experience developing commercial strategy for a complex B2B product, including offers that reached customers and changed how the company sold.
Ability to point to specific offers defined and taken to market, and explain subsequent effects on price, adoption, or sales cycle.
Hands-on pricing and packaging experience, including explaining offer economics in buyer-understandable terms.
Experience setting list prices, tiers, or discount floors applied by Deal Desk or Sales, and changing a pricing model when evidence warranted it.
Experience pricing a product without an existing reference point, such as a new category, buyer, or pricing unit, using research-based modeling rather than benchmarks.
Strong analytical skills, including building working models from incomplete inputs and identifying assumptions that determine recommendations.
Experience working directly with account and usage data and combining it with external evidence to build actionable cohorts.
Clear writing skills, including producing a useful first draft and improving it through focused feedback.
Independent judgment and willingness to take a position based on available evidence and revise it when new information warrants.
Ownership through completion: ability to take an ambiguous question through a decision and equip other teams to act.
Ability to influence across functions, resolve competing priorities, and surface decisions requiring leadership involvement.
Curiosity about products and buyer workflows, with the ability to recognize when an idea may be difficult to buy or implement.

Nice To Haves

Experience in healthcare technology and understanding of how health systems evaluate clinical or revenue cycle investments.
Experience helping a company expand from a single product into a platform, or developing a commercial motion against an established incumbent.

Responsibilities

Recommend commercial priorities by comparing opportunities with the resources and dependencies required, align on decisions and handoffs, and drive work to a conclusion.
Own segmentation and targeting by identifying accounts to pursue for each offer, setting pursuit order and buyer focus, and translating cohort models into prioritized account lists.
Build cohort models using company systems and public data, and propose quarterly goals with Sales leaders based on opportunity and execution capacity.
Shape new products and sales motions with Product and Finance, assessing target segments, routes to market, standalone or bundled offers, and what needs to be learned before committing further resources.
Develop commercial theses for new offers by defining target buyers and their problems, recommending packages and pricing models, explaining purchase paths and future expansion or renewal, and modeling economics using customer evidence.
Partner with Deal Desk and Finance to translate pricing decisions into price books and approval rules, clarify commercial tradeoffs and concessions, and provide consistent guidance that can be revisited as results emerge.
Build and test initial commercial arguments and value cases with Sales and Partner Success in customer conversations; work with Product Marketing and Enablement to create repeatable field motions.
Close evidence gaps by using Commercial Insights and targeted buyer research, building models from incomplete inputs, making assumptions visible, and showing scenario-based effects on recommendations.
Review pricing performance with Finance and Deal Desk alongside adoption and buying behavior, identify what is working or needs to change, and present evidence-backed recommendations.
Carry work through initial tests and provide clear handoffs to execution teams.

Benefits

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 HSA contributions for employees who choose a High Deductible Health Plan.
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 commuter benefits.
Monthly Lifestyle Wallet contributions for fitness, professional development, coworking, and more.
Access to therapy and coaching for mental health support.
Paid sabbatical leave after five years of employment.
Competitive compensation and equity grants for full-time employees.
Flexible work hours.
Ongoing learning opportunities.