Strategic Market Development Manager

About Freshpaint:

Customer data is the fuel that drives all modern businesses. From product analytics, to marketing, to support, to advertising, advanced data analysis in the warehouse, and even sales – customer data is the raw material for each function at a modern business.

For highly regulated businesses in healthcare, it’s always been a challenge to harness that customer data and get it to the marketing and analytics tools that require it while following patient privacy laws….until now.

Something as simple as running ads to get more users is simple for an e-commerce of software company to do. But common web analytics and advertising tools collect sensitive user identifiers and healthcare information automatically. Those same tools are not HIPAA compliant.

We provide a layer of data governance to make current web analytics tools HIPAA-compliant. For analytics, our customers can continue getting the insights they need to improve the patient experience. For marketing, Freshpaint safeguards health information while helping our customers promote access to care through popular advertising platforms like Facebook, Google, and others.

In short, we help healthcare marketers promote access to care and safeguard patient privacy at the same time. This is an important, complex problem in a massive market (healthcare is 20% of the US GDP).

Our customers manage their customer data with:

1. Privacy Platform. We help healthcare providers automate their website’s + app’s HIPAA compliance, and safeguard patient data. This is our core product today

2. Future additional product lines! Our core product provides a platform that we're building marketing applications on top of.

We’re fully remote. If you strongly value in-person work, Freshpaint is likely not the best fit for you. Even though we don’t care where you’re located, we only hire within the US. Many of our team is concentrated in various metro areas like SF or NYC. To balance out our remote-ness, we gather the team 2x times per year for offsites. We’re backed by leading investors including Y-Combinator, Intel Capital, and angel investors like the Head of Data from Slack, Head of Data at LinkedIn, and more.

Who we are:

Freshpaint was founded by web analytics veterans who realized how hard it was for highly regulated companies to collect and use customer data in a compliant way. We started as part of Y Combinator’s S19 cohort and have been focused on enabling healthcare companies collect, safeguard, and activate patient data since.

In 2022 the government issued updated guidance around HIPAA, basically making our software a requirement to use for healthcare companies. As a result, we're one of the fastest growing software companies on earth right now.

Our team has deep analytics and growth experience, with all of us coming from high-growth companies like Heap, Pendo, Iterable, Quantum Metric, and Retool. If you value lots of freedom and ownership in your work, interfacing with customers, and working on a product with high customer impact, then Freshpaint is your home.

Strategic Market Development Manager

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.

What You Will Do

Validate emerging verticals

• 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

Run structured validation and executive learning loops

• 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

Translate insight into actionable direction

• 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

Ignite early pipeline signals

• 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

Create early wins and enable the next phase

• 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

Become Freshpaint’s expert on Pharma, Med Device and subsequent verticals

• 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

How This Role Evolves

• 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.

This is not a traditional enterprise sales role. The ideal candidate is commercially capable and confident running a full sales cycle, but not primarily optimized for polished transactional selling. The value of the role is in its ability to learn, synthesize, influence, and prove where Freshpaint should invest.

What You Will Bring

Strategic Market Discovery Experience

• 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

Executive Discovery and Communication

• 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

Analytical and Experimental Mindset

• 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

Cross Functional Influence

• Proven success partnering with Sales, Marketing, Product, and Partnerships

• Strong project management skills and adaptability in ambiguity

• Bias toward clarity, iteration, and action

Bonus Experience

• Experience in Pharma, healthcare marketing, life sciences, or regulated industries

• Background in Martech, analytics, data infrastructure, or privacy technology

Why This Role Matters

Freshpaint is expanding into markets with significant scale potential. Your work will determine where and how we develop long term vertical plays, shape our narrative, and build our early traction. This role provides a highly visible, high influence path for someone who wants to help build Freshpaint’s next major growth horizon.

Perks & Benefits

We take care of our team—here’s a peek at what you get when you join:

• Competitive pay + generous equity (10-year exercise window)

• Fully remote (U.S. only) with a $150/month coworking stipend

• Half-day Fridays, every Friday

• Unlimited PTO—with a required 2-week minimum

• Top-tier health, dental & vision (100% covered for you, 80% for dependents)

• 2 “Treat Yourself” days a year—$100 and a day off, just because

• Generous parental leave

• Epic offsites twice a year (past trips: Greece, Jackson Hole, Cabo, wine country + more)

And more—check out our careers page for the full list.