Demand Generation Manager

About Documo

Documo helps healthcare organizations turn information into action. Referrals, records, and authorizations still arrive as faxes and forms, and someone has to read, sort, and key in every page. We automate that manual document work. Our platform combines HIPAA-compliant cloud fax, Direct Secure Messaging, and AI-powered document and workflow automation, so critical work moves faster and care teams get time back for patients.

We’re a small team, so everyone has real ownership and can see the impact of their work. We hire people who care about customers, sweat the details, and want to build something that matters in healthcare. If that sounds like you, we’d love to meet you.

This is a pipeline generation role. You will decide who we target, when, why and with what message, then run integrated campaigns that carry that plan across our channels. Those channels include BDR outreach, events, LinkedIn and social, partner marketing, marketplaces, review sites, email, the website and paid media.

The job is campaign strategy and execution, not just channel management. You will need enough digital skill to work hands-on across web, email, social and paid, and you will help manage our paid media agency. You will work daily with the BDR team and sales, and with content, product marketing and SEO. Your ultimate KPI is pipeline.

Integrated and account-based campaigns

• Own the integrated campaign calendar: one theme and offer per campaign, sequenced across outbound, website, events, email, LinkedIn, paid media (with our agency) and content.
• Build and run our ABM program with sales: target account list, tiers (1:1 for top enterprise accounts, 1:few clusters by EHR or segment, 1:many for the broader ICP), and a play for each tier.
• Launch a go-to-market campaign for each new EHR integration: buy and enrich lists of that EHRs customers, target the right ICP titles and specialties, and brief content on EHR-specific messaging and assets.
• Build automated sales enablement that gives BDRs and AEs timely reasons to reach out to prospects and open opportunities, such as intent signals, EHR and technology fit, hiring, funding and event attendance.
• Brief content, product marketing and web on the assets and landing pages each campaign needs.
• Track engagement and pipeline at the account and buying-group level, not just leads.

BDR programs and outbound campaigns

• Be marketings partner to the BDR manager: you build the lists and messaging, they run the team and the daily outreach. You work side by side on what each segment needs.
• Build target segments by ICP, EHR, specialty, organization size and buying trigger, with sales and the BDR manager.
• Source, enrich and maintain prospect lists using Salesforce, HubSpot, LinkedIn Sales Navigator, enrichment tools and intent data; keep data clean and routed.
• Write messaging and multi-touch sequences (email, phone, LinkedIn) for each segment with the BDR manager; test, measure and retire what doesnt book meetings.
• Run campaign sprints with the BDRs: account lists, talk tracks, offers and event follow-up plays.
• Report weekly on meetings booked, meeting-to-opportunity conversion and pipeline by segment.

Inbound lead programs

• Work with the website manager on campaign offers and CTAs, so each campaigns landing experience matches its segment and message.
• Run nurture for leads that arent ready to buy, and track MQL-to-SQL-to-pipeline conversion with sales.

Events

• Own pipeline generation for every event on our calendar: industry shows such as HIMSS, EHR and partner events such as PointClickCare, and category events. Event selection, logistics and booth setup are run by our Content Marketing Manager.
• Before the show: build target attendee and account lists, and run pre-event outreach with the BDRs to book meetings.
• At the show: staff the booth, run booked meetings and capture leads (roughly 25% travel).
• After the show: run follow-up sequences with the BDRs within days, and track meetings and opportunities to close.
• Report meetings, pipeline and cost per meeting for each event, and recommend which events to keep, add or drop.

Paid media partnership

• Help manage our paid search and paid social agency: shape campaign ideas, set targeting and offers, and review results against pipeline.
• Align paid retargeting and ABM audiences with outbound and event target lists.

Reviews, marketplaces, partner marketing and LinkedIn

• Own our G2 profile and presence on other review sites (Capterra, TrustRadius, KLAS where relevant); keep listings, categories and screenshots current.
• Run an always-on re