Head of Demand Generation

Head of Demand Generation Needham, MA Job Details Full-time $195,000 - $225,000 a year 13 hours ago Qualifications Sales reporting Management Bachelor's degree in communications Marketing Bachelor's degree in business Enterprise selling Lead generation SEM campaigns ROI 3 years Bachelor's degree in marketing Customer segmentation Salesforce Cloud Bachelor's degree Revenue target achievement Conversion optimization Marketing automation Communications Sales pipeline management CRM system proficiency Senior level SaaS AI Cross-functional collaboration Business Leadership Paid search marketing Communication skills Customer acquisition Cross-functional communication Campaign performance reporting Paid search advertising campaigns

Full Job Description About OpenClinica:

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. About the

Role:

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.

Location:

Fully Remote in the U.S.

Status:

Full-time, Exempt Reports to:

Chief Executive Officer Compensation:

Base Salary Range= $195,000.00 - $225,000.00. This role is eligible for an annual performance-based bonus up to 15% of the base salary

What You Will Do:

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

Qualifications:

Required Education:

Bachelor's degree in a relevant field such as Marketing, Business, Communications, or related fields

Required Experience:

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 result