Job Description

Primary Function of Position

The Senior Market Development Manager is a market-facing commercial leader for new indications, customer bases, markets and platforms - operating across the full spectrum from product development through early commercialization. This role builds early go-to-market strategy, validates product market fit, ensures the commercial perspective informs upstream decisions, and builds the market infrastructure required for successful future Intuitive launches. This individual will focus on GI and endosurgical innovation.

This role is deeply integrated with engineering, product, clinical, regulatory, market access and corporate strategy teams in both existing business units and future forward- serving as the commercial anchor in cross-functional forums and embedding market insight into product, clinical evidence, and market access roadmaps. Success requires equal fluency and trust in the external market and the internal development cycle.

The Senior Market Development Manager works directly with physicians, hospital executives, payers, and societies to identify unmet needs and shape clinical and commercial strategy. Where markets must be created rather than captured, this role is tasked with designing strategies to shift patient pathways, referral patterns, and clinical beliefs to unlock demand and accelerate commercial success.

Essential Job Duties (Specific responsibilities and tasks an individual would be expected to perform in the role. Additional job duties may be determined by functional people manager)

• Serve as market-facing commercial lead throughout the upstream development cycle; bring commercial guidance to inform strategy and optimize launch success
• Refine product market fit with market insight
• Generate deep market, customer, and clinical insights; translate into actionable product and commercial recommendations aligned with the largest unmet clinical needs
• Partner with engineering, product, clinical, and corporate strategy teams to define and execute go-to-market strategy from product development through early commercialization; serve as the commercial anchor in cross-functional forums and influence product roadmap and prioritization
• Identify and engage KOLs, society leadership, and key stakeholders to shape market entry, build pre-market advocacy, and market seeding priming early adoption
• Support clinical and economic evidence-building to enable market access, value articulation, and regulatory/ reimbursement strategy; support transfer into ROI and economic value models
• Understand existing commercial strategy and ways of working across Intuitive- find opportunities to leverage existing expertise to accelerate adoption in new domains.
• Develop market creation strategies where skillsets are not transferable- design approaches to change patient referral pathways, shift clinical beliefs and behaviors, and build demand in spaces where historic strategic success may be less transferable
• Originate and develop creative market entry strategies for new clinical spaces - write the playbook for indications where no established commercial model exists
• Synthesize complex inputs into clear strategic recommendations for senior leadership
• Develop commercialization strategy for new indications, including salesforce structure, go-to-market model, pricing, territory design, and sales incentive plan frameworks

Qualifications

Required Skills and Experience:

• 10 years of experience in Sales, Marketing, Strategy, or Market Development in MedTech
• Prior leadership experience required, including direct or matrixed leadership
• Demonstrated success operating in early-stage, ambiguous, or emerging market environments
• Capacity to rapidly upskill in clinical and technical knowledge base
• Experience building and executing go to market/ market creation strategy
• Proven ability to influence cross-functional teams without formal authority
• Experience building and leveraging KOL, society, and executive-level relationships
• Strong analytical, communication and executive presentation skills
• Ability to identify trends, distill themes, and translate customer preference to strategic priorities
• Familiarity with clinical pathways, hospital economics, capital strategy, and enterprise decision-making

Required Education and Training:

• Bachelor's degree required

Working Conditions:

• Global travel required

Preferred Skills and Experience:

• GI experience
• Exposure to early product development, market shaping, or pre-launch commercialization working with engineers
• Experience with surgical and/or endoscopic procedures preferred
• Strategic clinical and reimbursement experience; payer fluency
• Global or international experience

Additional Information

Due to the nature of our business and the role, please note that Intuitive and/or your customer(s) may require that you show current proof of vaccination against certain diseases including COVID-19. Details can vary by role.

We provide market-competitive compensation packages, inclusive of base pay, incentives, benefits, and equity. It would not be typical for someone to be hired at the top end of range for the role, as actual pay will be determined based on several factors, including experience, skills, and qualifications. The target base compensation ranges are listed.