Head of Demand Generation

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