GTM Strategy Lead at Abridge in CHI Office

Job description

About Abridge Founded in 2018, Abridge is the first AI-native clinician intelligence platform organized around the patient, built for clinicians, and designed to help health systems coordinate the clinical, financial, and evidence-based decisions for every moment of care. Powered by purpose-built AI for healthcare, Abridge connects patients, providers, payers, and life sciences companies. This year, the platform will support more than 100 million patient-clinician conversations across more than 300 of the largest and most complex health systems in the U.S. With deep workflow integration, the Abridge clinician intelligence platform has been validated to support encounters in 28+ languages across specialties and care settings. Abridge is setting the industry standard for the responsible deployment of Al across health systems with continual and transparent Al evaluation. Clinical decision support references and cites gold-standard sources of evidence, and features like Linked Evidence map AI-generated documentation to source data, helping clinicians quickly trust and verify the output. Abridge was awarded Best in KLAS for Ambient AI in 2025 and 2026, in addition to other accolades, including TIME Best Inventions of 2024 and 2025, CNBC Disruptor 2025, and Fast Company’s Most Innovative Companies 2025. We are a growing team of practicing clinicians, AI scientists, PhDs, creatives, technologists, and engineers working together to transform healthcare. We have offices located in San Francisco, New York, and Pittsburgh. The Role Abridge is growing from one product into a platform, creating new ways to serve health systems and reach different buyers. Each opportunity brings choices about the offer and the commercial motion that will make it work. You will own those choices for a focused set of commercial priorities, from the first hypothesis through a tested recommendation. You will determine which buyers to pursue and build an offer around the problem they need to solve. Pricing and packaging will be central to that work, alongside the economic case and the path to a sale. This is a senior individual contributor role on the Commercial Strategy team. You will do the analysis and write the first draft yourself, working closely with colleagues who bring product expertise and customer context. Your work should give leadership a clear decision and give the field an offer a buyer can understand and carry forward internally. You will carry each body of work through an initial test and a clear handoff to the teams responsible for execution. The role requires commercial judgment and the ability to finish work that others can use. What You'll Do Setting direction Recommend where we focus next and finish the work we choose. Compare opportunities against the resources and dependencies each requires. Agree on the decision to resolve and the handoff with the teams involved. Drive the work to a conclusion, raising unresolved choices early enough to keep it moving. Own segmentation and targeting. Recommend which accounts we pursue for each offer, in what order, and through which buyer. Build cohort models from our own systems and public data, then translate them into prioritized account lists. Set proposed quarterly goals with Sales leaders, grounded in the opportunity and the capacity to execute. Defining the offer Shape new products and sales motions early. Work with Product and Finance while there is still room to influence the offer. Assess which segments to pursue and how to enter them, including opportunities to bundle capabilities or sell a standalone product. Define what we need to learn before committing further resources. This often means defining an offer for a buyer we haven't sold to before, where there is no existing pricing precedent. Develop the commercial thesis for new offers. Define the target buyer and the problem worth solving, then recommend the package and pricing model. Explain how the offer gets bought and how it should evolv