Sr Industry Expert, Sales & Marketing Strategy

Senior Industry Expert

We're looking for a commercial expert with deep experience in the payer or life sciences industry. You'll have spent your career marketing to, selling to, or enabling teams that sell into these organizations. As our Senior Industry Expert, you'll be the Revenue Operations team's in-house authority on these markets: how customers buy, what pressures they face, and what makes them say yes. You'll use that knowledge to shape how marketing, sales enablement and training, and sales operations go to market in these segments.

You'll set direction, pressure-test plans, and make sure every campaign, playbook, training program, and territory model reflects how our customers actually work. You'll partner closely with Sales, Product, and other teams in RevOps to establish segment strategy.

What You'll Do

• Be the voice of the customer. Act as the go-to expert on payer and/or life sciences customers: their business models, buying committees, budget cycles, regulatory environment, and top priorities. Turn that knowledge into guidance the whole RevOps team can use.
• Shape segment RevOps strategy. Help set multi-year go-to-market strategy for payer and life sciences segments across marketing, sales enablement and training, and sales operations. Identify where we should focus, where we're underinvesting, and what needs to change.
• Guide marketing direction. Advise on positioning, messaging, personas, and campaign strategy so marketing speaks the customer's language and addresses real business problems.
• Raise the bar on sales readiness. Define what "industry fluent" means for our sellers. Shape enablement curricula, playbooks, discovery frameworks, and value messaging, and help subject matter experts and trainers deliver them credibly.
• Inform sales operations. Give industry input on segmentation, account prioritization, territory design, pipeline expectations, and forecasting assumptions for these segments.
• Track the market. Monitor industry trends, regulatory changes, competitive moves, and emerging customer needs. Translate them into clear implications and recommendations for leadership.
• Build credibility in the field. Join strategic customer conversations and deal reviews when needed, and act as a trusted peer to sales leaders and account teams.
• Connect the dots across functions. Bring Product, Marketing, Sales, and Customer Success together around a shared view of segment opportunities and priorities.

What You Bring

• 6+ years in a commercial role (marketing, sales, or sales enablement) within or selling to the payer or life sciences industry.
• Deep understanding of how your industry operates: organizational structures, key personas, buying processes, economic drivers, and regulatory context
• Proven ability to think big picture and turn customer insight into sales and marketing strategy
• Working knowledge of the revenue engine (marketing, enablement, and sales operations) and how the pieces connect to drive growth
• Strong executive presence, with experience influencing senior stakeholders
• Excellent communication skills and the ability to simplify complex industry dynamics for different audiences

Compensation for this job is subject to market conditions, geographic considerations, the candidate's unique skills and experience, state and local laws, and budget. Our commitment to pay transparency is a testament to our dedication to creating a fair, equitable, and inclusive workplace. By continuously analyzing market trends, staying abreast of changes in state laws, and making budgetary adjustments accordingly, we strive to ensure that our compensation practices reflect the value we place on our associates' unique contributions and support their professional growth.

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