Director, Demand Generation

Director, Demand Generation

About us:
Grand Rounds is a tech-driven healthcare company dedicated to raising the standard of healthcare for everyone, everywhere. By harnessing the power of technology, we connect nearly 6 million members to top-rated doctors and data-driven insights to make better informed healthcare decisions. Driven by premier thought leaders in patient care, technology, and business since 2011, our team of 800+ proudly serves Walmart, Costco, Salesforce, and over 140 of America’s top employers as a free employee benefit. Chosen as a 2019 Best Place to Work by Glassdoor and a UCSF Digital Health Award winner for Employer Wellness, Grand Rounds thrives at the forefront of technology-driven healthcare innovation.

About the role:
We are hiring for a high-flying demand gen leader to build out our pipeline. You will report into the VP of Enterprise Marketing and own the demand generation and marketing operations responsibilities that will unlock our next 250 customers. You will design and oversee our marketing tech stack, optimize our digital footprint, build our awareness and lead gen strategy and run your campaigns through all of our B2B channels -- events, webinars, LinkedIn, website, email, social and more. You will enhance our results through A/B testing and other means and you will rigorously track, analyze and communicate our lead gen and pipeline opportunity contributions on a regular basis so that we constantly raise the bar. Your efforts will ensure that we can hit our bookings targets by creating a healthy stream of high quality pipeline opportunities for the go-to-market teams to pursue.

This leadership position is well suited to humble, hungry, smart and kind people who want to transform healthcare and make it more equitable, and who thrive in fast paced environments and can transition seamlessly between the art and science of demand marketing.  We are a small team in a scaling organization and you will have an opportunity to create instant and lasting impact.  You will partner closely with product marketing and our go-to-market teams to design and execute impactful campaigns, and you will be an invaluable asset to our growth goals.


    • Creating a powerful B2B demand gen engine that drives 4-5x pipeline coverage and healthy sales opportunity conversion
    • Developing and maintaining the MarTech stack, workflow tools, integration with 3rd party platforms and reporting dashboards
    • Overseeing awareness and lead gen campaigns across all B2B channels including email, website, in-person events, webinars and LinkedIn
    • Optimizing email marketing campaign open rate, CTR, and response rate through A/B testing and other means
    • Building an effective digital advertising strategy to enhance your campaign results
    • Partnering with product marketing on campaign messaging strategy to produce high quality, engaging content to push out into your B2B channels
    • Partnering with corporate marketing on the event strategy to produce engaging events that generate high quality leads
    • Regularly analyzing campaign performance and reporting results to senior leaders

Things you'll love about this role:

    • Join a fast-paced and innovative company full of humble, hungry, smart and kind people
    • Lead a team that unlocks massive impact at a critical stage of our growth trajectory
    • Become a core member of a tight-knit, talented and hard working B2B marketing team
    • Meet the challenge of building a world class demand gen machine
    • Play a part in greatly improving the lives of our members and their families


    • 10+ years of B2B demand generation experience in high-growth companies
    • Long track record of exceptional pipeline generation achievements
    • Experience leading teams and scaling demand gen processes
    • Passion for transforming the healthcare experience
    • Bonus points for healthcare knowledge

The characteristics that will bring you success in this role:

    • Leadership - establish a compelling vision and strategy that rallies your team and stakeholders to your objectives, and empowers your team to achieve your stated goals
    • Collaboration and teamwork - earn your stakeholders’ trust and respect through active listening and results so that your team is sought out as a key strategic partner
    • Exceptional communication skills (written and verbal) - communication is the oxygen of your work, be it for internal alignment with stakeholders or external campaign copy to attract leads, and your exceptional communication ensures that your collaborations are successful and your campaigns effective 
    • Strategic thinking - develop a deep understanding of our business and our buyers’ needs and design awareness and lead gen strategies that delivers on your pipeline goal
    • Intellectual curiosity - constantly seek deeper subject matter expertise through active listening and thoughtful questions
    • Creativity - apply novel and unconventional ideas to solve ambiguous problems that require more than the tried-and-true playbook
    • Analytical horsepower - meticulously measure performance, identify trends in your data and apply your learnings to improve your awareness and lead gen results
    • Project management - balance multiple priorities and projects simultaneously while executing flawlessly on all of them to achieve your goals

In Your First 30 Days:

    • Develop a good rhythm with your team and your other close collaborators
    • Onboard with our product marketing, GTM operations, sales, customer success and strategic alliances teams
    • Ground yourself in a deep understanding of our markets, products and services
    • Learn the current and historical approaches to our positioning, packaging and pricing strategies
    • Gain a deep understanding of our customers and their needs, and begin to recognize patterns that will help you build high impact campaigns
    • Dive deep into our existing demand gen and marketing ops processes, tech stack, digital footprint and historical campaign performance

In Your First 60 Days:

    • Shadow the sales leaders in prospect meetings and learn how to effectively communicate with different types of buyers
    • Shadow the customer success leaders in customer meetings and learn more about how our customers think
    • Interview key stakeholders to continue building upon your perspective
    • Go deeper with product marketing on the positioning strategy for the next 12+ months to inform your campaign strategy
    • Begin to draft your demand gen and marketing ops strategy based on your conversations and findings

In Your First 90 Days:

    • Present your findings and your strategy to senior go-to-market leadership
    • Set your objective and key result targets for the next two quarters
    • Work with your team and key stakeholders to begin to execute on your plan

Grand Rounds is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Grand Rounds considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.
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