Demand Generation Manager

Documo; United States; Remote; USD 110,000 - 120,000; Full time

Benefits offered by this job

Medical benefits

401(k) matching

Equity opportunities

Flexible remote work

Paid time off

Parental leave

Job summary

Documo Inc. is seeking a marketing-led pipeline professional to own integrated, multi-channel campaigns in a remote US role. You’ll develop ABM programs with sales, manage go-to-market for new EHR integrations, and coordinate with content, product marketing and web teams to generate pipeline.

Experience with Salesforce, HubSpot and LinkedIn Navigator is essential, with healthcare IT familiarity a plus. You will drive outbound and inbound programs, measure pipeline impact, and improve

Qualifications

• 4–6 years in B2B SaaS marketing with ownership of field/event marketing and outbound/SDR programs.
• Proven track record running integrated, multi-channel ABM campaigns that drive meetings and pipeline.
• Hands-on with Salesforce and HubSpot; strong LinkedIn Sales Navigator usage.
• Comfort using AI tools to speed up research, list work and copy testing.
• Healthcare, health IT, or EHR ecosystem experience is a plus.

Responsibilities

• Own integrated and ABM campaigns across outbound, website, events, email, LinkedIn and paid media.
• Build and run an ABM program with sales, including account tiering and playbooks.
• Lead go-to-market campaigns for new EHR integrations and target ICPs.
• Create automated sales enablement and provide assets to content, product marketing and web.
• Track engagement and pipeline at account and buying-group levels.

Tools

Salesforce

HubSpot

LinkedIn Navigator

Seamless.AI

ZoomInfo

Clay

Apollo

Job description

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That's why we invest in top talent, value strong culture, and prioritize customer success and design excellence.

If you're excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we'd love to meet you.

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.

The role

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.

What you'll own

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 EHR's 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 marketing's 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 doesn't 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 campaign's landing experience matches its segment and message.
• Run nurture for leads that aren't 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 review program with CS and sales: ask timing, incentives and quarterly targets; use reviews in campaigns and sales materials.
• Manage marketplace listings with EHR and technology partners and keep them generating leads. Support partner marketing with those partners: co-branded campaigns, joint webinars and partner events, and partner lead follow-up with the BDRs.
• Use LinkedIn (company page, Sales Navigator, employee and executive posting, events) as a pipeline channel, not just an awareness channel.

How we'll measure success

Pipeline is the measure that matters. Supporting indicators:

• Marketing-sourced and influenced pipeline against target, by campaign, segment and channel.
• Engagement, meetings and pipeline in target ABM accounts.
• Meetings and sales-accepted opportunities from BDR outreach, events and inbound, including MQL-to-SQL conversion.
• Pipeline per dollar for each event and campaign.
• Review count, rating and G2 category position, and leads from marketplaces, partners and LinkedIn.

What you bring

• 4-6 years in B2B SaaS marketing with direct ownership of field/event marketing and outbound or SDR programs.
• A record of running integrated, multi-channel and account-based campaigns, and of building lists and messaging that measurably increased meetings and pipeline.
• Hands-on with Salesforce and HubSpot. Required: building and enriching lists with LinkedIn Sales Navigator and data or enrichment tools such as Seamless.AI, ZoomInfo, Clay or Apollo.
• Experience driving pipeline from trade shows: pre-show outreach, booth work and post-show follow-up.
• A collaborative working style: you will share ownership of outbound with a BDR manager and must work well as a peer. Clear, concise writing for outbound email, LinkedIn and event invites.
• Comfort using AI tools to speed up research, list work and copy testing.
• Digital marketing fluency across web, email, social and paid, and comfort reporting on pipeline, not just activity.
• Healthcare, health IT or EHR-ecosystem experience (HIMSS, EHR user groups, KLAS).
• Experience running a G2 or review program.
• Experience with partner or app marketplaces.

The annual base salary range for this remote, US-based role is $110,000.00 to $120,000.00 USD. Actual compensation within this range will depend on relevant experience, skills, and qualifications, with consideration for internal equity.

In addition to base salary, this role offers bonus potential and benefits.

Why join Documo?

Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.

• Annual bonus program based on role and company performance.

Annual performance reviews with merit increases.

In-person company kick-off to connect, collaborate, and celebrate.

Equity opportunities to grow with us.

Flexible remote work that fits your life, plus flexible paid time off.

Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).

Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.

We celebrate differences.
Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.