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Abridge is a healthcare AI company founded in 2018 that transforms patient-clinician conversations into structured clinical notes in real-time using generative AI. The company is expanding from a single product into a platform, creating new commercial opportunities across health systems.
You will serve as a senior individual contributor on the Commercial Strategy team, owning commercial strategy for a focused set of strategic priorities. This role bridges product, sales, and finance to define how Abridge enters new market segments and buyer personas.
Key responsibilities include:
**Setting Direction:** Recommend where the company focuses next and drive work to completion. Own segmentation and targeting by recommending which accounts to pursue, in what order, and through which buyer. Build cohort models from internal systems and public data, translating them into prioritized account lists. Set quarterly goals with Sales leadership grounded in opportunity and execution capacity.
**Defining the Offer:** Shape new products and sales motions early by working with Product and Finance while there is still room to influence. Assess which segments to pursue and how to enter them, including bundling or standalone product opportunities. Develop the commercial thesis for new offers by defining the target buyer, the problem worth solving, and recommending package and pricing model. Ground recommendations in customer evidence and economic models.
**Aligning and Launching:** Translate pricing decisions into terms the business can apply, partnering with Deal Desk and Finance on price books and approval rules. Build and test the first commercial argument by turning product capabilities into buyer reasons to act, supported by credible value cases. Work with Sales, Partner Success, Product Marketing, and Enablement to test and scale the motion. Close evidence gaps through targeted buyer research and financial modeling.
**Reviewing and Handing Off:** Use commercial results to recommend changes. Review pricing performance alongside adoption and buying behavior data. Identify where the offer is working and where it needs adjustment. Hand off guidance that can be applied consistently across the organization.
You will work independently but influence across functions, resolving competing priorities and surfacing decisions that need leadership involvement. The role requires taking ambiguous questions through to clear decisions and leaving other teams equipped to execute.
**Requirements:**
- Demonstrated experience developing commercial strategy for complex B2B products that reached customers and changed how the company sold; ability to point to specific offers you defined that went to market and their outcomes
- Hands-on pricing and packaging experience, including setting list prices, tiers, or discount floors; experience changing pricing models based on evidence
- Experience pricing products with no existing reference point (new category, new buyer, or new pricing unit) where you built models from research rather than benchmarks
- Strong analytical skills; ability to build working models from incomplete inputs and identify which assumptions drive recommendations
- Experience working directly with account and usage data, combining it with external evidence to build actionable cohorts
- Clear writing that carries skeptical readers through reasoning; ability to produce usable first drafts and improve through focused feedback
- Independent judgment; ability to take positions with available evidence and change them when warranted
- Ownership through completion; track record of taking ambiguous questions through decisions and equipping other teams to act
- Ability to influence across functions without owning every dependency; skill in resolving competing priorities
- Curiosity about product and buyer workflow; ability to spot when attractive ideas will be difficult to buy or implement
**Bonus qualifications:**
- Experience in healthcare technology and understanding of how health systems evaluate clinical or revenue cycle investments
- Experience helping a company expand from single product to platform or developing commercial motions against established incumbents
