Director, SMB & Mid-Market Marketing

How you will impact the organization…

We are looking for a revenue-focused growth marketing leader to build and scale the inbound pipeline engine for our SMB and Mid-Market sales organizations.

Healthcare is our first and most important vertical, but this role is broader than healthcare. You will build the marketing strategy, operating model, and repeatable playbooks that help us acquire and convert customers across multiple industries, with healthcare serving as the primary area of focus today.

You will work closely with Sales, Demand Generation, RevOps, Marketing Operations, Product Marketing, and executive leadership to turn market intelligence, buyer behavior, sales feedback, and funnel data into measurable pipeline and revenue.This is not a traditional brand-marketing role. You will be measured on qualified pipeline, pipeline velocity, conversion, efficiency, and closed-won revenue—not clicks or campaign volume.

 

The value you will deliver…

What You’ll Own
1. The SMB & Mid-Market Inbound Pipeline

• Own the inbound pipeline strategy and lead-generation plan for SMB and Mid-Market.
• Establish clear pipeline targets, funnel KPIs, channel goals, and operating cadences.
• Build scalable acquisition and conversion programs across priority markets and verticals.
• Lead the strategy across paid search, paid social, programmatic, video, content syndication, email, webinars, landing pages, retargeting, and other relevant channels.
• Continuously improve performance from first touch through qualified opportunity and closed-won business.
• Identify funnel gaps and turn data into specific actions that improve conversion, velocity, and efficiency.
• Balance near-term pipeline delivery with building a durable, scalable acquisition engine.

2. Lead With Healthcare, Build for the Broader Market. Healthcare is the first major growth opportunity and will require meaningful depth of understanding.

You will develop differentiated campaigns and messaging for:

• Independent practices and clinics
• Practice owners and managers
• Health systems
• Administrative and operational leaders
• IT, security, and compliance leaders
• Payers and health plans
• Finance and revenue-cycle stakeholders

At the same time, you will build frameworks that can be extended to additional industries and segments.
The right candidate understands that different markets—and different customer segments within a market—have different economics, buying processes, stakeholders, objections, and triggers.

3. Become a True Partner to Sales

• Build a close operating relationship with SMB and Mid-Market Sales leadership.
• Regularly listen to calls, review win/loss patterns, and incorporate frontline feedback into marketing strategy.
• Turn objections, competitive intelligence, customer language, and field insights into better campaigns and messaging.
• Partner with Sales and RevOps to define lead qualification, routing, and follow-up SLAs.
• Equip SDRs and AEs with the campaigns, insights, content, audience intelligence, and competitive information they need to convert demand into revenue.
• Establish a regular Marketing/Sales pipeline review and own the marketing actions required to improve performance.

4. Own the Data, Targeting & Attribution Strategy

• Partner with Marketing Operations and RevOps to build a highly targeted, data-driven growth engine.
• Use account, contact, intent, enrichment, and behavioral data to improve targeting and prioritization.
• Leverage tools such as Definitive Healthcare, IDC, Clay, ZoomInfo, and similar platforms to identify high-value accounts and relevant buying signals.
• Partner with MarTech and RevOps on lead enrichment, scoring, routing, workflows, and API-driven integrations.
• Use HockeyStack or equivalent attribution technology to understand which programs and channels actually create pipeline.
• Reallocate budget and resources based on measurable performance.
• Build reporting that connects marketing activity to opportunities, pipeline, velocity, and revenue.

5. Build a Repeatable Growth System. The goal is not a collection of one-off campaigns. You will build a repeatable growth system that can scale.

This includes:

• Segment and vertical playbooks
• Repeatable campaign frameworks
• Audience and account prioritization
• Testing and experimentation
• Conversion-rate optimization
• Lead-management processes
• Marketing/Sales operating rhythms
• Performance reporting and attribution
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time. 

Healthcare will be the first major proving ground, with successful approaches expanded into additional markets.

What you will bring to the table…

You are a builder, operator, and commercially minded marketer who knows how to turn marketing into measurable revenue.

You possess the following:

• 7–10+ years of B2B marketing experience, with meaningful ownership of demand generation, growth, or pipeline.
• 3+ years leading inbound or pipeline-generation strategy for SMB, Mid-Market, or similarly complex B2B segments.
• Proven ability to generate measurable pipeline and revenue through multi-channel marketing.
• Experience partnering closely with Sales, RevOps, Demand Gen, and Marketing Operations.
• Experience across paid media, programmatic, search, social, content syndication, email, landing-page optimization, and/or related performance channels.
• Strong understanding of CRM, marketing automation, lead management, attribution, enrichment, and funnel analytics.
• Think in pipeline, conversion, CAC, velocity, and revenue.
• Are highly comfortable partnering with Sales and being accountable to business outcomes.
• Know how to translate buyer insights into compelling campaigns and offers.
• Are analytical, curious, and willing to challenge assumptions with data.
• Understand how to market to complex organizations and multiple stakeholders.
• Can move from executive-level strategy to hands-on campaign and funnel decisions.
• Know how to use data, technology, automation, and experimentation to scale growth.
• Move quickly and take ownership when something is not working.
• Build systems and playbooks rather than relying on one-off tactics.
• Can go deep in healthcare while maintaining a broader perspective across industries.
• Are an effective communicator who can influence executives, sales leaders, and marketing operators.
• Excellent written, verbal, and executive communication skills.
• Experience with Salesforce, HubSpot, Marketo, or similar CRM/MAP platforms.
• Bachelors degree

You will stand out if you also have…

• Experience with tools such as ZoomInfo, Clay, HockeyStack, Definitive Healthcare, 6sense, Demandbase, or equivalent platforms.
• Direct experience in healthcare 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.