GTM Intelligence & Strategy Lead

Location: This is a hybrid remote/in-office role.

Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week following Company policy.

About our Company:

Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating over 25 years of ground-breaking technological innovation across more than 38,000 trials and 12 million patients, Medidata offers industry-leading expertise, analytics-powered insights, and one of the largest clinical trial data sets in the industry. More than 1 million registered users across approximately 2,300 customers trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. A Dassault Systèmes brand (Euronext Paris: FR0014003TT8, DSY.PA), Medidata is headquartered in New York City and has been recognized as a Leader by Everest Group and IDC. Discover more at www.medidata.com. Listen to our latest podcast, from Dreamers to Disruptors, and follow us at @Medidata.

About the Team:

The Global Sales Strategy & Enablement group, under the leadership of Olivia Pyser (Sr. Director, Global Sales Strategy and Enablement), functions as the intelligence layer and essential link between organizational goals and commercial execution. Our objective is to harmonize and advance our market approach by facilitating collaboration across Offering Management, Product Marketing, and Sales Operations. We transform executive-level strategy into structured, field-accessible priorities designed to secure consistent revenue and deliver significant results for our clients.

The GTM Intelligence & Strategy Lead operates with a high degree of autonomy to design, evaluate, and optimize the data, insights, and feedback mechanisms that shape our overarching sales go-to-market strategy. In this pivotal role, you will exercise independent judgment to align customer, field, market, and competitive insights directly with executive-level GTM priorities.

Responsibilities:

• Design and Govern Strategic Feedback Frameworks: Author and implement the overarching strategy for continuous feedback loops between the field, clients, and executive teams; independently evaluate competitive dynamics, customer objections, and macro-market trends to recommend programmatic adjustments to leadership.
• Formulate High-Level Market Insights: Evaluate complex field signals, customer needs, and R&D enhancement commitments across enterprise life sciences accounts; independently synthesize this data to author definitive, rep-accessible intelligence frameworks that alter sales positioning.
• Drive Portfolio and Play Prioritization: Conduct independent, data-driven strategic assessments to identify and prove where the greatest commercial opportunities exist; advise senior leadership on macro play prioritization and dictate the redirection of field focus toward high-conversion segments.
• Formulate Cross-Functional GTM Strategy: Act as a primary strategic partner to Offering Management, Product Marketing, and Market Intelligence leadership; exercise discretion in translating competitive and market risks into corporate sales plays, battle cards, and objection-handling policy.
• Govern the Corporate Evidence Ecosystem: Oversee the long-term strategy for customer validation, customer testimonials, and referral mechanisms; design and maintain the architecture of a centralized evidence library supporting multi-million dollar active deal cycles across Enterprise, MM, and CRO segments.
• Serve as a Strategic Advisor to GTM Leadership: Interpret and bridge the gap between abstract market insights and executive-level GTM priorities, ensuring corporate sales execution policy remains grounded in evolving market and deal-level realities.

Qualifications:

• Minimum Bachelor's degree required; Master's degree preferred.
• Minimum of 3 years experience in field intelligence, GTM strategy, or customer insights is highly preferred to accomplish the core focus of this role.
• Demonstrated ability to operate autonomously, manage complex cross-functional initiatives, and make high-stakes recommendations that impact revenue generation.

The salary range posted below refers only to positions that will be physically based in New York City. As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location. Pay ranges for candidates in locations other than New York City, may differ based on the local market data in that region. The base salary pay range for this position is $79,500 - $100,000.

Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses. Medidata believes that benefits should connect you to the support you need when it matters most and provides benefits, including medical, dental, life and disability insurance, 401(k) matching, family leave, flexible paid time off; and 10 paid holidays per year.

Note: Please be on the lookout for job scams. Medidata recruiters will never ask applicants for monetary compensation, credit card, or banking details.

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Medidata are based on merit, qualifications and abilities. Medidata is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age, disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. Medidata will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

We will accept applications on an ongoing basis until we fill the position.