Job Description
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:
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Own pipeline generation targets, including meetings booked, pipeline created, and cost per opportunity
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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)
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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)
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Develop and refine high-converting offers (e.g., audits, performance reviews, workflow diagnostics) that drive engagement and accelerate sales conversations
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Own messaging effectiveness and value proposition clarity across campaigns, ensuring strong alignment between outbound, landing pages, and sales conversations
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Build and scale outbound-driven demand in close partnership with SDRs, ensuring tight coordination between marketing campaigns and sales execution
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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
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Oversee paid acquisition efforts (search, retargeting, targeted campaigns) with a focus on high-intent demand capture and measurable ROI
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Own landing page strategy and conversion rate optimization, continuously improving conversion from visitor to meeting booked
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Establish and manage a clear demand generation operating cadence, including weekly performance reviews and rapid iteration cycles
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Build and maintain reporting that connects marketing activity to pipeline and revenue outcomes (spend → pipeline → revenue)
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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:
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Bachelor’s degree in a relevant field such as Marketing, Business, Communications, or related fields
Required Experience:
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7+ years in demand generation or growth marketing
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3+ years of Leadership experience managing teams
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Work cross-functionally with sales and exec teams
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Proven track record of owning and delivering pipeline generation in a B2B SaaS environment
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Experience supporting both short sales cycles (transactional or volume-driven) and longer, enterprise sales cycles
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Strong working knowledge of outbound strategies, SDR workflows, paid acquisition, and conversion rate optimization
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Demonstrated ability to operate in a hands-on capacity, executing campaigns and solving problems directly
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Demonstrated ability to operate with speed and urgency, launching and iterating on campaigns quickly rather than over-planning or over-analyzing
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Must have directly owned a pipeline or revenue targets
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Experience working with CRM and marketing tools (e.g., Salesforce, marketing automation platforms, ad platforms)
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Strong communication skills and ability to align cross-functional teams around clear objectives
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Clear point of view on what drives effective demand generation and willingness to challenge assumptions
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Ability to operate in a fast-paced, evolving environment with a focus on speed, accountability, and result