Senior Market Development Manager

Intuitive•Sunnyvale, CA

About The Position

Candidates can live anywhere in the US to be considered for this role. Ideally near a major airport hub as approximately 60% travel is anticipated for this position. Primary Function of Position The Senior Market Development Manager is a market-facing commercial leader for new indications and platforms — operating across the full spectrum from product development through early commercialization. This role defines and executes early go-to-market strategy, ensures the commercial perspective informs upstream decisions, and builds the market infrastructure required for successful future Intuitive launches. This role is deeply integrated with engineering, product, clinical, regulatory, and corporate strategy teams in both existing business units and future forward— serving as the commercial anchor in cross-functional forums and embedding market insight into the earliest stages of indication and product development. Success requires equal fluency and trust in the external market and the internal development cycle. The Senior Market Development Manager works directly with physicians, hospital executives, payers, and societies to identify unmet needs and shape clinical and commercial strategy. Where markets must be created rather than captured, this role is tasked with designing strategies to shift patient pathways, referral patterns, and clinical beliefs to unlock demand and accelerate commercial success.

Requirements

Minimum 10 years of experience in Sales, Marketing, Strategy, or Market Development in MedTech
Prior leadership experience required, including direct or matrixed leadership
Demonstrated success operating in early-stage, ambiguous, or emerging market environments
Capacity to rapidly upskill in clinical and technical knowledge base
Experience building and executing go to market/ market creation strategy
Proven ability to influence cross-functional teams without formal authority
Experience building and leveraging KOL, society, and executive-level relationships
Strong analytical, communication and executive presentation skills
Ability to identify trends, distill themes, and translate customer preference to strategic priorities
Familiarity with clinical pathways, hospital economics, capital strategy, and enterprise decision-making
Bachelor’s degree required
Ability to travel up to 60%

Nice To Haves

Exposure to early product development, market shaping, or pre-launch commercialization working with engineers
Experience with surgical and/or endoscopic procedures preferred
Strategic clinical and reimbursement experience; payer fluency
Global or international experience

Responsibilities

Serve as market-facing commercial lead throughout the upstream development cycle; bring commercial guidance to inform strategy and optimize launch success
Generate deep market, customer, and clinical insights; translate into actionable product and commercial recommendations aligned with the largest unmet clinical needs
Partner with engineering, product, clinical, and corporate strategy teams to define and execute go-to-market strategy from product development through early commercialization; serve as the commercial anchor in cross-functional forums and influence product roadmap and prioritization
Identify and engage KOLs, society leadership, and key stakeholders to shape market entry, build pre-market advocacy, and market seeding priming early adoption
Support clinical and economic evidence-building to enable market access, value articulation, and regulatory/ reimbursement strategy; support transfer into ROI and economic value models
Understand existing commercial strategy and ways of working across Intuitive- find opportunities to leverage existing expertise to accelerate adoption in new domains.
Develop market creation strategies where skillsets are not transferable— design approaches to change patient referral pathways, shift clinical beliefs and behaviors, and build demand in spaces where historic strategic success may be less transferable
Originate and develop creative market entry strategies for new clinical spaces — write the playbook for indications where no established commercial model exists
Synthesize complex inputs into clear strategic recommendations for senior leadership
Develop commercialization strategy for new indications, including salesforce structure, go-to-market model, pricing, territory design, and sales incentive plan frameworks