Director, Commercial Strategy

Director, Commercial Strategy

Our healthcare system is the leading cause of personal bankruptcy in the U.S. Every year, over 50 million Americans suffer adverse financial consequences as a result of seeking care, from lower credit scores to garnished wages. The challenge is only getting worse, as high deductible health plans are the fastest growing plan design in the U.S.

Cedar's mission is to leverage data science, smart product design and personalization to make healthcare more affordable and accessible. Today, healthcare providers still engage with its consumers in a "one-size-fits-all" approach; and Cedar is excited to leverage consumer best practices to deliver a superior experience.

The Role

Cedar is looking for a Director, Commercial Strategy to help strengthen how we evaluate, prioritize, and scale our product investments across Cedar's portfolio.

This role will sit within Cedar's Commercial Strategy & GTM team and partner closely with Product, Finance, Sales, Client Management, Delivery, and Product Marketing. The role will bring structure and analytical rigor to Cedar's product investment decisions, helping connect market signals, product strategy, business cases, unit economics, and commercial outcomes around new and emerging products.

This is a high-impact role for someone who enjoys turning ambiguity into clear recommendations, building executive-ready business cases, and helping a company make sharper decisions about where to invest, scale, pause, or deprioritize.

Responsibilities

Commercial Strategy & Portfolio Planning

• Support Cedar's product and commercial strategy across core products and emerging growth bets, including AI offerings.
• Build and maintain frameworks for evaluating product investments across market opportunity, customer need, revenue potential, margin impact, strategic fit, and feasibility.
• Partner with Product on portfolio prioritization, roadmap tradeoffs with commercial implications, and investment recommendations.
• Synthesize customer, market, sales, competitive, and product performance signals into clear recommendations for Commercial and Product leadership.
• Identify where Cedar may be over- or under-investing across products, segments, or growth opportunities.

Business Cases & Product Economics

• Build and pressure-test business cases for new product bets, product extensions, and strategic initiatives.
• Develop financial and operating models to evaluate revenue opportunity, gross margin, implementation effort, cost to serve, unit economics, and ROI.
• Partner with Finance to align on assumptions, reporting, and product-level business performance.
• Support pricing, packaging, and monetization analysis in partnership with Commercial Strategy, Finance, Product, and Sales.
• Help define success metrics and stage gates for product investments, pilots, and commercialization efforts.

Executive Decision Support

• Prepare investment memos, portfolio reviews, and executive-ready materials for Commercial leadership, Product leadership, ELT, and board-facing discussions.
• Track product impact against agreed business outcomes, including revenue, retention, adoption, margin, implementation readiness, and customer value.
• Support build / buy / partner analysis, including strategic rationale, partnership economics, and commercial implications.
• Help create a repeatable operating model for product investment tracking and ROI review.

Requirements

• 6-10+ years of experience in strategy, business operations, strategic finance, consulting, product strategy, GTM strategy, or a related role.
• Experience in B2B SaaS, healthcare technology, fintech, revenue cycle, or another complex enterprise software environment strongly preferred.
• Strong financial modeling and analytical skills, with the ability to translate data into clear business recommendations.
• Experience building business cases, investment recommendations, market analyses, or product / segment prioritization frameworks.
• Strong executive communication skills and comfort preparing materials for senior leadership.
• Ability to work cross-functionally with Product, Finance, Sales, Product Marketing, Client Management, Delivery, and Operations.
• Comfort operating in ambiguity and creating structure around complex, early-stage product and market questions.
• Strong judgment, intellectual honesty, and ability to recommend when Cedar should invest, pause, pivot, or deprioritize.

What Success Looks like

• Cedar has clearer business cases and investment criteria for major product bets.
• Commercial, Product, Finance, and PS&O are aligned on how product investments are evaluated and tracked.
• ELT has better visibility into product-level business performance and ROI.
• Cedar makes sharper decisions about where to invest, scale, pause, or deprioritize.
• The Commercial Strategy & GTM team has strong analytical leverage across portfolio planning, economics, and executive decision support.

Compensation Range and Benefits

• Salary Range* in CA, NY, NJ, CT, WA: $140,250 - $165,000
• Salary Range* NOT in CA, NY, NJ, CT, WA: $126,200 - $148,500
• This role is also equity eligible
• This role offers a competitive benefits and wellness package

*Subject to location, experience, and education

#LI-REMOTE

What do we offer to the ideal candidate?

• A chance to improve the U.S. healthcare system at a high-growth company! Our leading healthcare financial platform is scaling rapidly, helping millions of patients per year
• Unless stated otherwise, most roles have flexibility to work from home or in the office, depending on what works best for you
• For exempt employees: Unlimited PTO for vacation, sick and mental health days–we encourage everyone to take at least 20 days of vacation per year to ensure dedicated time to spend with loved ones, explore, rest and recharge
• 16 weeks paid parental leave with health benefits for all parents, plus flexible re-entry schedules for returning to work
• Diversity initiatives that encourage Cedarians to bring their whole selves to work, including three employee resource groups: View email address on click.appcast.io (for BIPOC-identifying Cedarians and their allies), Pridecones (for LGBTQIA+ Cedarians and their allies) and Cedar Women+ (for female-identifying Cedarians)
• Competitive pay, equity (for qualifying roles), and health benefits, including fertility & adoption assistance, that start on the first of the month following your start date (or on your start date if your start date coincides with the first of the month)
• Cedar matches 100% of your 401(k) contributions, up to 3% of your annual compensation
• Access to hands-on mentorship, employee and management coaching, and a team discretionary budget for learning and development resources to help you grow both professionally and personally

About us

Cedar was co-founded by Florian Otto and Arel Lidow in 2016 after a negative medical billing experience inspired them to help improve our healthcare system. With a commitment to solving billing and patient experience issues, Cedar has become a leading healthcare technology company fueled by remarkable growth. "Over the past several years, we've raised more than $350 million in funding & have the active support of Thrive and Andreessen Horowitz (a16z).

As of November 2024, Cedar is engaging with 26 million patients annually and is on target to process $3.5 billion in patient payments annually. Cedar partners with more than 55 leading healthcare providers and payers including Highmark Inc., Allegheny Health Network, Novant Health, Allina Health and Providence.