Director, Demand Generation & Revenue Operations

Enterprise Health is a PE-backed workforce health platform serving complex organizations where occupational health failure means operational downtime, compliance exposure, and labor risk. We serve large health systems, corporations, government agencies, higher education institutions, and pharmaceutical manufacturers. Our buyers are CMOs, CFOs, CIOs, and CHROs. We operate in a complex, multi-stakeholder enterprise sales environment with six-figure ARR deals and long sales cycles.

We are investing in marketing as a pipeline production engine. The infrastructure is being built, the signal engine is in pilot, and the SDR team is producing. We need the person who takes ownership of the system, owns the number, and runs the machine.

This is a Director role in title and compensation. It is an operator role in practice. You will be directly accountable for qualified account creation and marketing-sourced pipeline. You will also be the person who builds and runs the system that produces those results -- in HubSpot, in Clay, in campaign tooling -- yourself. If you are a strategist who delegates execution, this role will be uncomfortable. If you are an operator who also knows how to sit across from a CRO and own a pipeline number, this is exactly the right seat.

Company Overview

We provide solutions that make a meaningful difference in healthcare. Founded in 1995, MIE serves as the innovation engine for business units that serve hospitals and health systems, physician practices, Fortune 500 employers, government agencies, and consumers. MIE’s web-based health information technology platform is helping physicians, nurses, and administrators make a meaningful difference in healthcare delivery across the globe.

Enterprise Health is a leading enterprise occupational and employee health platform serving large employers, health systems, and government organizations. Our web-based solution supports complex clinical workflows, regulatory compliance, workforce health management, and multi-site operational visibility. We operate in long, multi-stakeholder enterprise sales cycles where measurable pipeline impact, disciplined lifecycle management, and strong sales alignment are critical to growth.

Key Responsibilities

HubSpot Ownership -- Fully, Without Support

You are the internal HubSpot owner from day one. Company and contact record governance, lifecycle stage configuration, pipeline reporting, workflow automation, campaign attribution, lead scoring, and MQL-to-SAL handoff logic. You build it, maintain it, and hold the team accountable to using it correctly. There is no HubSpot consultant. There is no marketing ops coordinator. The system runs because you built it and you keep it clean.

Qualified Account Creation and Marketing-Sourced Pipeline

Your primary accountability is qualified accounts created and marketing-sourced pipeline value. A qualified account is a named enterprise organization with confirmed fit, an active buying signal, and a credible buyer identified. You carry a monthly qualified account target, report on it weekly, and own recovery plans when the number is behind.

Signal Engine and Account Intelligence

We have a Clay-based signal engine in pilot that feeds buying signals to our SDR team. You will take ownership of that engine, manage the QA governance model in HubSpot, validate account data hygiene, and ensure the SDR team is working from a clean, prioritized, and contextualized account list. You will partner with our external infrastructure vendor and own the integration end to end.

Demand Generation Campaigns

You plan and execute outbound and inbound demand gen campaigns across our priority verticals: healthcare, pharma, corporate, government, higher education. Audience segmentation, messaging, sequencing, deployment, and performance analysis. You work with the CMO on strategy and you run the plays yourself.

Account-Based Marketing and Experience (ABM/ABX)

You build and scale account-based programs across Tier 1 and Tier 2 accounts. This means persona-mapped content deployment, coordinated multi-channel touches aligned to deal stage, and account-level engagement tracking inside HubSpot. You measure ABM performance at the account level -- meetings generated, pipeline influenced, and stage progression -- not by campaign activity metrics.

Sales Partnership, Deal Progression, and Win Rate

This is a joint operating model with sales, not a service relationship. You attend pipeline reviews, co-own the qualified account definition with the CRO and SDR team lead, and build the shared dashboard that gives sales and marketing a single view of account coverage, signal activity, and pipeline trajectory. You track win rate and stage conversion trends, identify where deals are stalling, and deploy deal-stage assets -- competitive differentiation, ROI tools, IT confidence packs, implementation overviews -- to accelerate progression and improve close rates. You are accountable for marketing's influence on velocity and win rate, not just top-of-funnel creation.

Inbound Infrastructure

You own the inbound funnel -- form routing, lead scoring, nurture sequences, and MQL-to-SAL handoff. You ensure inbound is properly attributed and feeding the right accounts into the right motions.

Required Qualifications

Education: Bachelor’s degree in Marketing, Business, or related field (Master’s degree preferred)

Experience: 6-10 years of B2B marketing experience in a complex enterprise sale environment, including meaningful time as the primary HubSpot operator at your company -- not a power user, the owner

Skills:

Hands-on HubSpot architecture experience: workflow configuration, lifecycle stage design, pipeline reporting, lead scoring, and campaign attribution built and maintained without consultant support

Demonstrated ownership of pipeline metrics and qualified account targets with direct accountability to sales leadership

Experience building and running signal-driven outbound programs using Clay, Apollo, Bombora, or equivalent enrichment platforms. If not experience, proven ability to learn and integrate new tools into ops.

Proven demand generation experience: outbound sequences, inbound funnels, and account-based campaigns with specific performance results you can speak to

Experience running ABM/ABX programs at the account level with measurable impact on pipeline influence, stage progression, and win rate -- not just campaign impressions

Track record of contributing to deal velocity and win rate improvement through deal-stage asset deployment, competitive positioning, and late-stage sales support

Experience tracking and supporting cross-sell and expansion pipeline alongside new logo, including working with client success and account management on upsell motions

Account-first thinking -- you know the difference between a qualified account with buying intent and an MQL with a form fill

Comfortable presenting pipeline performance, win rate trends, and funnel analysis directly to executive leadership and the CRO

Ability to work effectively in a lean environment without a coordinator or team to delegate execution to

Certifications: HubSpot certifications strongly preferred