Head of Demand Generation

OpenClinica LLC•Needham, MA

1d•$195,000 - $225,000•Remote

About The Position

OpenClinica enables organizations to recruit participants and conduct clinical studies through connected solutions that simplify operations and accelerate discovery. Our platform brings together EDC, eConsent, eCOA/ePRO, randomization, analytics, and patient recruitment in a practical solution built for small to mid-size sponsors, CROs, and academic teams. We are building a more repeatable commercial engine across our eClinical and Recruit businesses, with a new lightweight EDC offering also emerging as a growth lever. The Head of Demand Generation is responsible for building and scaling a predictable pipeline engine that drives revenue across OpenClinica’s business. This role owns end-to-end demand generation, including outbound, paid acquisition, campaign strategy, and conversion optimization, with a singular focus on generating qualified pipeline that converts into revenue. The role spans multiple customer segments (academic institutions, biotech sponsors, and CROs) and supports both short-cycle and enterprise sales motions. This is a player-coach role, requiring both strategic ownership and hands-on execution. The individual will be expected to operate directly within campaigns, channels, and conversion flows, not just set direction. They must bring a strong point of view on how to efficiently generate and convert demand, and operate with speed and accountability.

Requirements

7+ years in demand generation or growth marketing
3+ years of Leadership experience managing teams
Work cross-functionally with sales and exec teams
Proven track record of owning and delivering pipeline generation in a B2B SaaS environment
Experience supporting both short sales cycles (transactional or volume-driven) and longer, enterprise sales cycles
Strong working knowledge of outbound strategies, SDR workflows, paid acquisition, and conversion rate optimization
Demonstrated ability to operate in a hands-on capacity, executing campaigns and solving problems directly
Demonstrated ability to operate with speed and urgency, launching and iterating on campaigns quickly rather than over-planning or over-analyzing
Must have directly owned a pipeline or revenue targets
Experience working with CRM and marketing tools (e.g., Salesforce, marketing automation platforms, ad platforms)
Strong communication skills and ability to align cross-functional teams around clear objectives
Clear point of view on what drives effective demand generation and willingness to challenge assumptions
Ability to operate in a fast-paced, evolving environment with a focus on speed, accountability, and results
Bachelor’s degree in a relevant field such as Marketing, Business, Communications, or related fields

Responsibilities

Own pipeline generation targets, including meetings booked, pipeline created, and cost per opportunity
Define and prioritize target segments and campaign focus areas based on pipeline performance and opportunity size (e.g., academic vs biotech vs CRO, and sub-segments within each)
Design and execute focused, segment-specific campaigns tied to defined ICPs and buying moments (e.g., active studies struggling to enroll, sponsors with fragmented workflows)
Develop and refine high-converting offers (e.g., audits, performance reviews, workflow diagnostics) that drive engagement and accelerate sales conversations
Own messaging effectiveness and value proposition clarity across campaigns, ensuring strong alignment between outbound, landing pages, and sales conversations
Build and scale outbound-driven demand in close partnership with SDRs, ensuring tight coordination between marketing campaigns and sales execution
Work directly with SDRs and AEs to improve pipeline quality, conversion rates, and sales feedback loops, including involvement in messaging, follow-up strategies, and deal progression insights
Oversee paid acquisition efforts (search, retargeting, targeted campaigns) with a focus on high-intent demand capture and measurable ROI
Own landing page strategy and conversion rate optimization, continuously improving conversion from visitor to meeting booked
Establish and manage a clear demand generation operating cadence, including weekly performance reviews and rapid iteration cycles
Build and maintain reporting that connects marketing activity to pipeline and revenue outcomes (spend → pipeline → revenue)
Identify and implement opportunities to improve efficiency and performance across the demand generation funnel, including leveraging data, automation, and AI where appropriate