Director, Market Development
About this role
Job Description:
Title: Director, Market Development
Team: Phreesia Network Solutions
Location: Remote U.S. (ET/CT regions), with frequent travel requirements. Priority for those local to NYC/ Tristate area.
Why This Role Exists
Phreesia Network Solutions has built a new offering at the intersection of patient activation and pharmaceutical marketing. The product is built. Legal has cleared the commercial model. An advisory board of pharma brand marketers and agency buyers has validated the value proposition. The first pilot client is identified. The work now is to take this offering to market, scale it, prove the commercial model with the first pharma partners, and build the playbook that lets the broader commercial team run with it in year two.
We're looking for a GTM & Market Development Strategy leader who will own this offering as its general manager inside Phreesia Network Solutions — the positioning, the pricing, the product direction, and the outcomes. Closing the first few pilots personally is part of the mandate, because proving the model firsthand is how the playbook gets built — but the job is building and owning a business, not carrying a quota.
What You'll Own
Positioning and category narrative. You define how this offering is described and differentiated — messaging, segmentation, and customer-facing content — and move buyers off default frames onto the real story.
Pricing and packaging. You set pilot pricing, design the model that scales, and defend it once pilot data comes in — with a point of view going in and the judgment to adjust once results arrive.
Product partnership. You are the voice of the customer back to the product team and the translator of product capability into commercial offering — shaping the roadmap for the next 12–24 months.
Business outcomes. Revenue, pipeline health, customer outcomes, and the commercial trajectory through year two and beyond. You own how this offering performs and how it shows up in the market.
The first proof points. You personally take the first three-plus pilots from conversation to signed agreement, navigating legal and compliance, and closing it. This isn't pipeline generation; it's the fastest way to learn what works before handing a playbook to the commercial team.
Cross-functional alignment. You work daily with Product, Legal, Insights & Analytics, Marketing, and Commercial, earning alignment through clarity and evidence, not thru direct authority.
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In Year One:
Establish proof with three or more pilots in the first six months. The first pilot client is already identified; you take it to signed, then identify, structure, and close two more — focused on specialty-condition pharma brands.
Build the GTM playbook by month nine. Positioning, pitch deck, collateral, objection handling, qualification criteria, and pricing — finished well enough for the commercial team to run with.
Hand off to the commercial team for year-two scale. With the playbook ready, the commercial team begins running deals using your materials, positioning, pricing, and qualification process. By month twelve, they're calling on most of the existing client base.
Lock the pricing model. Set the model that scales from pilot data, test it in later deals, and defend it against pharma's default pricing frames.
Establish the category narrative. Move buyers onto the actual value before pricing is on the table, building credibility through pitches, conferences, content, and conversations with category influencers, and direct conversation with the people who shape pharma marketing thinking.
We Need You To Bring
Deep pharma experience and an active network: Most of your career has been in pharma, at a consulting, technology, data, or media company serving pharma clients. You understand DTC, HCP, market access, and innovation budgets, and how compliance and procurement actually work, with current relationships among brand marketers, HCP leads, innovation directors, or executives, ideally in immunology, oncology, or rare disease.
The ability to position for many buyers: Pharma buyers vary — brand marketers, HCP leads, DTC leads, innovation leads, agency partners, executives — and your pitch flexes to each without losing the core story.
The ability to make the value clear: You can articulate a new offering's value in the language of whichever buyer is in the room, moving them off default frames and onto the actual value.
A track record of launching something new — and seeing it through: You've taken something from idea to first deal to rollout — positioned it, priced it, sold it, shipped it, and made it successful. Follow-through, not just brainstorming.
Pricing and packaging instincts: You've priced a new offering before, with a point of view going in and the judgment to adjust once pilot data comes back.
GM-style ownership: You'll run this offering like your own business — working daily with Product, Legal, IA, Marketing, and Commercial without managing them, leading through clarity and evidence.
What Makes You a Great Fit
Currently in a company serving pharma — not someone who left years ago
Comfortable navigating conversations with a mix of stakeholders in the room, including legal and compliance.
Specialty pharma experience over primary care
Public credibility in the category — speaker at MM&M, DTC National, ePharma Summit, or comparable
This Role Is Not a Fit For
Anyone from outside pharma trying to translate adjacent skills in
Career media sellers — they will price this as media
Operators who have only sold to one buyer type
Marketers who have never owned a deal or a program with measurable results
Sales leaders looking to build a team — this role isn't that
Anyone who needs the deck finished before they walk into a room
Where You’ll Work
This is a U.S.remote role (ET/CT) with frequent travel to meet with clients/partner, priority for those local to NYC/Tristate area
Compensation & Rewards
Competitive total cash compensation inclusive of base salary and variable incentive, dependent on qualifications.
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. A full compensation range will be shared during the process.
If you’re excited by the idea of shaping meaningful healthcare experiences — and want a role where your ideas, relationships, and creativity truly matter — we’d love to meet you.
Who We Are:
At Phreesia, we’re looking for smart and passionate people to help drive our mission of creating a better, more engaging healthcare experience. We’re committed to helping healthcare organizations succeed in an ever-evolving landscape by transforming the way healthcare is delivered. Our SaaS platform digitizes appointment check-in and offers tools to engage patients, improve efficiency, optimize staffing, and enhance clinical care.
Phreesia cares about our employees by providing a diverse and dynamic work environment. We’re a five-time winner of Modern Healthcare Magazine’s Best Places to Work in Healthcare award and we’ve been recognized on the Bloomberg Gender Equality Index. We are dedicated to continuously improving our employee experience by launching new programs and initiatives. If you thrive in a culture of recognition, value inclusivity, professional development, and growth opportunities, Phreesia could be a great fit!
Top-rated Employee Benefits:
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. Learn more here:
We strive to provide a diverse and inclusive environment and are an equal opportunity employer.
Originally posted on Himalayas
