What will you do everyday?

You will own the strategy for how Suki creates, captures, and converts demand across our different revenue streams and customer segments.

You'll continuously evaluate our target audiences, accounts, personas, titles, buying committees, and qualification criteria rather than assuming yesterday's ICP is tomorrow's. You'll work closely with our commercial organization to understand where the greatest opportunities exist, why customers buy, where deals stall, and how buyer behavior is changing.

Creativity will be critical. Healthcare audiences can be difficult to reach through traditional B2B channels, so we want someone who is constantly identifying and testing new ways to create demand. That might mean a new channel, an unconventional account-based campaign, an executive program, a different event strategy, a new content experience, or something we haven't tried before.

You will also bring analytical rigor to the role. You'll dig beneath topline metrics to identify patterns, diagnose funnel performance, understand why programs are or aren't working, and determine when we need to pivot. This role owns the critical question: "Where will Suki's next source of demand come from, and how do we turn it into revenue?"
Key Responsibilities:

• Demand Strategy: Own and continuously evolve Suki's end-to-end demand generation strategy across our different revenue streams, segments, and commercial priorities.
• Audience & Targeting Strategy: Define and refine target accounts, verticals, personas, titles, buying committees, and qualification criteria in close partnership with Sales, Growth, Product Marketing, and Marketing Operations.
• New Demand Creation: Identify and test new channels and creative approaches for reaching difficult-to-access healthcare audiences. Look beyond traditional paid and lead generation tactics to develop new, scalable sources of demand.
• Integrated Campaign Strategy: Build integrated programs across paid, digital, content, events, ABM, executive engagement, and other channels, partnering closely with Digital/Performance Marketing, Events, Brand, Creative, Product Marketing, and Customer Marketing.
• Revenue Stream Strategy: Develop differentiated demand strategies based on how each part of Suki's business goes to market. Understand that different audiences and revenue motions require different targeting, channels, content, and conversion strategies.
• New Business & Expansion: Build programs that create demand with new prospects while also developing expansion motions that help existing customers understand and adopt more of Suki's platform.
• Commercial Partnership: Become a strategic partner and expert in Suki's commercial strategy, working closely with the CRO, CGO, Sales, and other commercial leaders to translate revenue priorities, market dynamics, competitive insights, and pipeline needs into demand programs.
• Events & Field Activation: Partner closely with the Events team to ensure events are integrated into the broader demand strategy, from identifying the right audiences and accounts to pre-event engagement and post-event conversion.
• Experimentation: Build a culture of testing across audiences, channels, messaging, offers, and experiences. Know when to scale what works, evolve what has potential, and stop investing in what doesn't.
• Measurement & Analytics: Partner with Marketing Operations and Sales Operations to establish meaningful reporting across the funnel, connecting marketing engagement to meetings, opportunities, pipeline, expansion, and revenue.
• Funnel Diagnosis: Go beyond reporting what happened. Analyze patterns across channels, segments, account engagement, conversion, opportunity creation, pipeline, and velocity to understand why performance is changing and where intervention is needed.
• Optimization & Pivots: Translate data into action. Identify when an audience, channel, message, campaign, investment, or strategy needs to change and proactively recommend the path forward.

Ok, you're sold, but what are we looking for in the "ideal" candidate?

• Creative Demand Builder: You don't believe demand generation begins and ends with paid media, email, and MQLs. You're energized by finding audiences in unexpected places and creating new ways to get Suki in front of them.
• Commercially Minded: You want to understand how the company makes money, how Sales sells, why customers buy, where deals stall, and what competitors are doing. You view pipeline and revenue as shared outcomes.
• Analytical & Diagnostic: You don't stop at reporting that conversion is down. You want to understand why. You can identify patterns in data, develop hypotheses, and determine what needs to change.
• Strategic: You can zoom out from individual campaigns to understand markets, audiences, revenue streams, buying committees, and how they fit together into a cohesive demand strategy.
• Results-driven: Results matter, winning matters. You can achieve your goals with minimal supervision and process, quickly assess how to reach your objectives, and identify who can help you get there.
• Executive Presence: You can confidently partner with senior commercial and marketing leaders, challenge assumptions constructively, and translate business priorities into actionable strategies.
• Data Driven: You use metrics to drive decision-making, but understand that data requires context and judgment. You know the difference between reporting a metric and diagnosing a business problem.
• Self-starter: You are motivated by hard problems and energized by creating something new. You have a strong sense of urgency and move quickly, with quality.
• Collaborative: You understand that demand generation is a team sport. You can orchestrate work across Performance Marketing, Events, Brand, Creative, Product Marketing, Customer Marketing, Marketing Operations, Sales, and Growth without creating unnecessary silos.
• Adaptable: You thrive in a fast-moving organization where commercial priorities, markets, and buyer behavior evolve. You believe that what got you here won't necessarily get you there.
• AI Savvy or Curious: You actively explore how AI can improve audience research, account intelligence, campaign development, experimentation, personalization, and analysis.

The ideal-candidate section intentionally follows the attribute-driven style of the existing JD, including its emphasis on results, analytical thinking, self-direction, adaptability, rigor, and AI curiosity.
Qualifications

• 10+ years of experience in demand generation, growth marketing, integrated marketing, ABM, or related B2B marketing roles, with experience leading demand strategy at the Director level.
• Experience in enterprise SaaS, healthcare technology, or another complex B2B environment with long sales cycles and multi-stakeholder buying committees strongly preferred.
• Demonstrated experience building demand strategies across multiple customer segments, products, or revenue streams.
• Deep understanding of account-based marketing principles to inform targeting strategy and how to engage and measure multiple contacts and personas within complex enterprise accounts.
• Proven ability to develop new acquisition channels and demand programs rather than relying solely on established tactics.
• Strong analytical skills with experience evaluating funnel performance, channel effectiveness, conversion, pipeline, and revenue impact.
• Experience partnering closely with Sales and senior commercial leadership on targeting, pipeline strategy, and go-to-market execution.
• Demonstrated ability to align cross-functional teams around integrated growth campaigns spanning across paid, digital, events, content, creative, product marketing, and other channels.
• Experience developing both new-logo acquisition and existing-customer expansion programs.
• Familiarity with Salesforce, HubSpot, ABM platforms, performance marketing platforms, and modern marketing analytics and attribution.
• Excellent written, verbal, and executive communication skills.
• A bias toward action, experimentation, and measurable impact.

In compliance with the State of California Pay Transparency Law, the OTE salary range for this role is between $170,000 -215,000. This range is not inclusive of any discretionary bonus or equity package. When determining a candidate's compensation, we consider a number of factors including skillset, experience, job scope, and current market data.