Sr. Director, Commercial Strategy

About this role

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…