Strategic Market Development Manager, Freshpaint

• The ideal candidate is commercially capable and confident running a full sales cycle, but not primarily optimized for polished transactional selling
• Five to ten years in GTM strategy, consulting, market development, vertical expansion, category creation, or similar roles
• Experience validating markets or shaping early GTM motions without an existing playbook
• Ability to synthesize complex findings into clear, strategic guidance
• Ability to engage senior leaders in Pharma and emerging verticals
• Strong storytelling and narrative development capabilities
• Comfort communicating complex topics including privacy, compliance, and technical workflows
• Experience designing and running structured learning and validation loops
• Strong capability in mapping ICPs, buyer journeys, TAM, and competitive landscapes
• Highly organized with excellent documentation habits
• Proven success partnering with Sales, Marketing, Product, and Partnerships
• Strong project management skills and adaptability in ambiguity
• Bias toward clarity, iteration, and action

Desirable

• Freshpaint helps healthcare organizations modernize their data infrastructure so they can run world class analytics and marketing while remaining fully privacy compliant
• We have established strong traction in core healthcare markets and continue expanding into additional high value verticals
• We did this successfully with Payers and are now focused on the D2C Pharma and Medical Device markets
• We are hiring a Strategic Market Development Manager to work hand in hand with Marketing to validate and operationalize Freshpaint’s entry and GTM strategies with these verticals
• This is an individual contributor role that reports directly to the Chief Revenue Officer and is measured through strategic KPIs rather than traditional quota attainment
• The role is foundational to Freshpaint’s long term go to market expansion
• Your focus begins with D2C/D2P Pharma and Medical Device
• Conduct deep market research on industry structure, ecosystem dynamics, and competitive forces
• Work with Marketing to map ICPs, buyer personas, influence networks, and high value use cases
• Build and test hypotheses around buying triggers and Freshpaint’s most compelling value propositions
• Engage senior executives through structured discovery and roundtable conversations across marketing, operations, compliance, digital, data, and leadership
• Travel to conferences, industry events, and customer sites to conduct in person learning and strengthen market understanding
• Build and nurture strategic relationships across the Pharma ecosystem and future verticals
• Deliver clear recommendations for how Freshpaint should scale into these verticals
• Partner with Marketing to define and refine the GTM playbook for these markets
• Run the sales process of early opportunities in order to turn validated demand into revenue
• Generate proof of market interest through discovery conversations, pilots, exploratory opportunities, and advisory engagements
• Build and maintain an early pipeline with tight forecasting and CRM rigor
• Develop outbound and partner led motions that test vertical response and refine messaging
• Work with the Partnerships team to cultivate relationships with agencies and partners who influence buying decisions and identify opportunities for co marketing, co selling, or advocacy development’
• Help build early case studies and use cases that demonstrate ROI, compliance outcomes, and strategic value
• Develop deep knowledge of the Pharma commercial ecosystem including digital marketing, data flows, privacy, consent, and compliance
• Master Freshpaint’s product, architecture, and value across marketing, data, and compliance stakeholders
• Demonstrate strong ability to communicate complex concepts to executives
• Develop the same level of expertise in additional verticals as Freshpaint expands
• Phase One focuses on market validation, running structured learning loops, refining ICP, pressure testing demand, and building conviction
• Phase Two is about turning this validated demand into revenue in order to give Freshpaint conviction that we can win and monetize in these markets
• The value of the role is in its ability to learn, synthesize, influence, and prove where Freshpaint should invest