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Sr. Director, Commercial Strategy

USA

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 Sr. Director, Commercial Strategy to help strengthen how we commercialize, launch, and scale products across Cedar’s portfolio.

This role will sit within Cedar’s Commercial Strategy & GTM team and partner closely with Product, Product Marketing, Sales, Sales Enablement, Client Management, Delivery, Product Strategy & Operations (PS&O), and Finance. The Sr. Director will help translate Cedar’s product strategy into clear launch plans, pitch strategy, commercial readiness, rollout plans, and field guidance.

This is a high-impact role for someone who can operate at the intersection of product, sales, marketing, and customer delivery. The ideal candidate can turn complex product capabilities into simple commercial narratives, build repeatable launch motions, and help customer-facing teams understand what to sell, to whom, when, and why.

Responsibilities

GTM Strategy & Commercialization

  • Define target segments, buyer personas, qualification criteria, use cases, launch sequencing, and commercial readiness requirements.
  • Partner with Product and Commercial Strategy to ensure launch plans are grounded in product readiness, customer need, market opportunity, and business impact.
  • Translate product capabilities into clear buyer-facing narratives, pitch strategy, ROI stories, and objection handling.
  • Support strategic customer and prospect conversations by helping shape executive narratives and product pitch materials.

Launch Planning & Field Readiness

  • Own launch planning for priority products and commercialization efforts, including pilot, beta, limited release, and broader rollout motions.
  • Partner with Sales Enablement and Product Marketing to ensure Sales, Client Management, Delivery to develop and execute different GTM motions (e.g. launches, feature releases) and ensure other customer-facing teams are ready to sell and support new offerings.
  • Create or guide sales playbooks, launch briefs, qualification guidance, objection handling, and internal FAQs.
  • Partner with Product to align launch timing, product dependencies, release readiness, and field communications.
  • Establish feedback loops from Sales, Client Management, Delivery, and customers to inform product iteration, messaging, packaging, and launch decisions.

Pilot-to-Scale Motion

  • Partner with Product, Commercial Strategy, Client Management, and Delivery to define pilot objectives, success criteria, rollout plans, and scale decisions.
  • Help determine when products are ready to sell, scale, pause, reposition, or require further validation.
  • Track launch performance and synthesize learnings from early sales cycles, pilots, deployments, and customer feedback.
  • Lead launch retrospectives and recommend improvements to Cedar’s commercialization process.

Requirements

  • 8-12+ years of experience in GTM strategy, product commercialization, product marketing, sales strategy, customer strategy, consulting, or a related role.
  • Experience commercializing enterprise SaaS, healthcare technology, fintech, AI-enabled products, revenue cycle solutions, or other complex B2B products strongly preferred.
  • Strong ability to translate product capabilities into clear customer value, sales narratives, and commercial strategy.
  • Experience leading or supporting product launches, pilot-to-scale motions, sales enablement, or field readiness.
  • Strong cross-functional collaborator with experience partnering across Product, Sales, Product Marketing, Enablement, Client Management, Delivery, and Finance.
  • Excellent communication skills and comfort creating executive narratives, pitch materials, playbooks, and launch plans.
  • Commercial judgment and ability to understand buyer needs, sales motions, implementation considerations, and operational constraints.
  • Comfort operating in fast-moving, ambiguous environments where product and GTM strategy are still evolving.

What Success Looks Like 

  • Cedar launches products with clearer strategy, better sequencing, and stronger field readiness.
  • Customer-facing teams understand what to sell, to whom, when, and how.
  • Product Marketing and Sales Enablement have sharper inputs for messaging, collateral, and training.
  • Pilots and launches have clear success criteria, feedback loops, and scale decisions.
  • Cedar has a more repeatable commercialization motion across new products and growth bets.

Compensation Range and Benefits

  • Salary Range* in CA, NY, NJ, CT, WA: $178,500 - $210,000 
  • Salary Range* NOT in CA, NY, NJ, CT, WA: $160,700 - $189,050 
  • 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: be@cedar (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.

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