AVP, GTM & Commercial Strategy - Real World Data

About the role

The AVP of GTM & Commercial Strategy is a senior commercial leader responsible for driving both the go-to-market execution and the strategic commercial agenda for Inovalon's Real World Data (RWD) business. This is a true hybrid role - equally weighted between rigorous GTM operationalization and long-range commercial strategy - and serves as the critical link between customers, the sales organization, product teams, and senior leadership. The role owns end-to-end commercialization for Inovalon's RWD product portfolio, spanning closed and open claims, EHR and clinical notes data, and adjacent data assets and services. The RWD customer base includes life sciences organizations (biopharma, medical device, CROs, and health economics & outcomes research), as well as payers, providers, and other data-driven healthcare organizations. The AVP will bring deep domain expertise in real world data and analytics markets and will be expected to operate with authority at both the strategic and executional level. Reporting to the VP of Commercial Strategy for the Insights business, this role partners closely with senior leaders across Sales, Product, Marketing, Finance, Legal, and Customer Success. It is a high-impact commercial leadership position with significant external visibility and meaningful influence on the growth trajectory of the Insights business unit. Duties and Responsibilities Commercial Strategy & Business Planning Lead and own the commercial strategy for Inovalon's RWD business, including revenue targets, market segmentation, growth opportunity identification, and multi-year business planning in alignment with product roadmaps, sales capacity, and financial targets. Define and execute market segment strategies for RWD customers, with particular emphasis on the life sciences segment (biopharma, medical device, CROs, HEOR) and adjacent segments including payers and providers. Lead build/buy/partner decision frameworks and M&A evaluation for the RWD portfolio, identifying inorganic growth opportunities in collaboration with Sales, Product, Corporate Strategy, and other internal Inovalon functions. Translate enterprise strategy into actionable, segment-specific commercial plans for new products, add-ons, and expansions across the RWD portfolio. Support annual and multi-year business planning cycles, ensuring tight alignment across sales capacity, product roadmaps, pricing strategy, and financial targets. Go-to-Market & Launch Execution Own GTM readiness and commercialization execution for new RWD products and enhancements, ensuring clear positioning, pricing, packaging, and enablement for sales and customer-facing teams. Establish and operationalize a repeatable commercialization model for the RWD portfolio, including scalable launch playbooks, portfolio governance, and operating cadences connecting product definition through market launch to post-launch performance. Lead quarterly product portfolio planning to define and maintain a clear Plan of Record, aligning product roadmap, market priorities, and commercial readiness across Product, Sales, and Engineering. Own post-launch performance tracking and continuous optimization, ensuring RWD products achieve targeted adoption, pipeline contribution, and revenue outcomes. Partner with Sales Engineering to evolve pre-sales support toward a strategic commercial capability, including early adopter validation, deal strategy input, and structured Voice of Customer capture. Ensure new product launches are rigorously evaluated for profitability and GTM viability, driving adoption, pipeline conversion, and early revenue realization. Pricing & Monetization Own product and services pricing strategy for the RWD business, in close alignment with Product and Finance, developing pricing frameworks that balance growth, competitiveness, and margin discipline. Design RWD-specific pricing and packaging models that reflect the distinct value drivers of closed claims, open claims, EHR, and clinical notes data across different customer segments and use cases. Support deal-level pricing decisions and approvals for complex or strategic opportunities in the RWD portfolio. Incorporate competitive positioning, market feedback, and performance data into continuous refinement of monetization strategies. Voice of Customer & Market Intelligence Lead the Voice of Customer function for the RWD business, including customer advisory boards, structured feedback loops, and insight programs that directly inform roadmap prioritization and commercial decisions. Drive market research and competitive intelligence for the RWD landscape, translating insights into actionable recommendat

Benefits

Additional Information

Work Location: This position is designated as remote. However, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).

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