Director – SMB & Mid-Market Marketing

How you will impact the organization…

We are seeking a highly analytical, collaborative, and data-driven Director of SMB & Mid-Market Marketing to build, scale, and accelerate our inbound lead generation engine. Your primary mandate is to drive a high-intent pipeline for our SMB and Mid-Market Sales teams by penetrating the complex healthcare ecosystem and B2B regulated industries.

This role sits at the intersection of modern growth marketing, cross-functional execution, and healthcare strategy. You will operate in a highly matrixed environment, partnering closely with Demand Generation, Marketing Operations, and Sales leadership to translate rich market data into high-converting inbound marketing motions targeted at payors, providers, and regulated entities.

The value you will deliver…

Inbound Lead Generation & Campaign Execution

• Pipeline Engine: Own the inbound lead commit for the SMB and Mid-Market segments. Design scalable demand generation programs that consistently deliver high-quality MQLs and SQLs.
• Omnichannel Execution: Partner directly with the Demand Generation to orchestrate and execute full-funnel campaigns. You will guide the strategy across email, programmatic, video, targeted landing pages, paid search, paid social, content syndication, targeting, and retargeting efforts.
• Segment-Specific Messaging: Craft tailored, highly relevant value propositions for distinctly different audiences, ranging from independent clinics (SMB) to enterprise hospital systems and health plans (Mid-Market).

Sales Alignment & Market Feedback

• High-Visibility Sales Partnership: Maintain high visibility and a tight, continuous feedback loop with the SMB and MM sales teams. You will actively listen to and shadow reps to deeply understand on-the-ground market dynamics, buyer objections, and the daily sales experience.
• Funnel Optimization: Establish strict SLAs for lead follow-up and utilize full-funnel attribution (via HockeyStack) to track the exact ROI of every campaign, pivoting strategies based on sales feedback and conversion data.
• Sales Enablement: Arm the SDR and Account Executive teams with the data, insights, and collateral they need to seamlessly convert inbound interest into closed-won revenue.

Marketing Operations & Data Enrichment

• Strategic MarTech Alignment: Collaborate closely with the Director of Marketing Technology & Operations to continuously enhance and enrich contact data, maximizing our ability to penetrate key healthcare opportunities.
• Data-Driven Targeting: Architect workflows to optimize standard leads and API-driven lead integrations. Leverage a world-class technology stack (Definitive Healthcare, IDC, Clay, ZoomInfo) to target the right accounts with high-value content and triggers.

Healthcare & Regulated Industry Strategy

• Ecosystem Navigation: Leverage your deep understanding of the payor/provider landscape, value-based care, and healthcare economics to create campaigns that resonate with clinical, administrative, and technical buyers.
• Compliance & Trust: Ensure all messaging, digital advertising, and campaigns are fully compliant with healthcare regulations (e.g., HIPAA) and industry best practices.

The MarTech & Data Arsenal

You will have access to a robust, modern growth stack. You must be comfortable leveraging these platforms to enrich data, trigger workflows, and measure success:

• Market & Healthcare Intelligence: Definitive Healthcare, IDC Market Research
• Data Enrichment & Triggers: Clay, ZoomInfo
• Attribution & Revenue Analytics: HockeyStack
• Core Systems: Salesforce
  
  

Who You Are (The Ideal Candidate);

• A Revenue-Obsessed Sales Partner: You do not measure success merely by top-of-funnel metrics; you measure it by pipeline velocity and closed-won revenue. You actively enjoy listening to sales calls, shadowing reps, and using direct feedback from the sales floor to continuously refine your inbound engine.
• A MarTech & Data Orchestrator: You are technically fluent and obsessed with attribution. You view data enrichment tools (Clay, ZoomInfo) and analytics platforms (HockeyStack) not just as software, but as a strategic arsenal to automate workflows, trigger hyper-targeted campaigns, and prove exact ROI.
• A Collaborative "Player-Coach": You thrive in a matrixed organization and possess high emotional intelligence. You can seamlessly pivot from presenting high-level pipeline strategy to executive leadership to working lockstep in the trenches with Demand Gen and RevOps on API lead integrations and campaign orchestration.
• An Agile Builder: You are comfortable with ambiguity and thrive in a fast-paced environment. When you see a gap in the inbound funnel or a broken SLA, you do not wait for permission to fix it—you proactively design the solution.
• The Healthcare Translator: You don't just know marketing; you know the business of healthcare and/or regulated industries. You intuitively understand the differing pain points and purchasing behaviors of a local independent clinic versus a complex enterprise health plan. You know how to build authority and trust in a highly regulated, HIPAA-compliant environment.
  

Required Qualifications

• Experience: 7–10+ years of B2B marketing experience, with at least 3+ years in a leadership role overseeing inbound lead generations, pipeline acceleration and inbound strategy.
• Healthcare Domain Expertise: Direct experience marketing to healthcare providers (hospitals, health systems, clinics) and payors (health plans, insurers). You speak the language of healthcare and understand highly regulated environments.
• Cross-Functional Execution: Proven track record of working lockstep with Demand Gen, RevOps/MarTech, and Sales teams to deploy complex, multi-channel campaigns (programmatic, paid media, syndication).
• Inbound & Pipeline Mastery: Demonstrated history of dramatically increasing inbound lead volume and scaling pipeline specifically for SMB and Mid-Market sales teams.
• Technical Proficiency: Advanced hands-on experience building campaigns leveraging modern intent, enrichment, and attribution data tools (specifically ZoomInfo, Clay, HockeyStack, or direct equivalents).
• Analytical Rigor: Exceptional ability to analyze funnel metrics, interpret customer data, and defend marketing ROI.
  
  

You will stand out if you also have…

• Experience with tools such as ZoomInfo, Clay, HockeyStack, Definitive Healthcare, 6sense, Demandbase, LinkedIn Ads or equivalent platforms.
• Direct experience in B2B marketing.
• Experience with providers, health systems, payors, healthcare technology, healthcare services, or another complex healthcare ecosystem.
• Experience with healthcare-specific data and intelligence platforms.
• Experience managing agencies, media partners, and external vendors.
• Experience scaling marketing during a high-growth phase.
• Experience with ABM or account-based programs.
• Strong analytical and financial skills, with the ability to connect marketing investment to business outcomes.
  
  

Additional details… 

• Location requirements: Fully remote within the U.S. 
• Travel requirements: Up to 10% travel. You can expect to travel to our LA based office at least once per quarter. 
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet
• Eligible for sponsorship: No

The salary range for this role is $140,000.00 - $155,000.00 annually.  The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.