The Head of Outbound Growth is a senior commercial leader responsible for architecting and scaling OPEN Health’s enterprise outbound growth engine. This role designs the strategic framework, commercial operating model, and cross-functional integration required to drive predictable, measurable enterprise opportunity creation across the full portfolio of OPEN Health practice areas.

As a core member of the Enterprise Growth & Strategy leadership team, this leader designs the targeting strategy, pursuit operating model, conference campaign approach, and enterprise narrative frameworks that equip Growth Client Partners to engage consistently and effectively with senior pharmaceutical and biotechnology decision-makers. The role is the primary orchestrator ensuring that all outbound commercial activity is coordinated across practices, aligned to enterprise account strategy, and executed with discipline. A dedicated Growth Operations team and established Salesforce platform exist to support execution; this role defines what gets built and how it all connects.

Critically, this role functions as the strategic and operational bridge between Growth Client Partners, Practice Business Development leaders, Marketing, Growth Operations, and senior leadership. Where other roles own vertical relationships or practice-specific revenue, this role owns the horizontal commercial system that makes enterprise-level pursuit possible. Success requires structured commercial thinking, executive presence, a strategic understanding of how commercial technology platforms work together, and the ability to coordinate multiple practices into a unified enterprise pursuit strategy.

Strategic Positioning Within the Enterprise Division

This role sits at the intersection of OPEN Health’s enterprise commercial teams, serving as the connective tissue across the division:

• Growth Client Partners (GCPs): Equips GCPs with target intelligence, pursuit packages, conference campaigns, and structured pipeline handoff. Ensures GCPs spend time selling, not sourcing.
• Practice BD Leads: Coordinates outbound pursuit activity across GMAC, PMED, PE, E&A, and Digital to prevent fragmentation and align account-level engagement to enterprise strategy.
• Marketing: Synchronises outbound messaging, conference presence, and campaign calendars with the broader brand and content narrative.
• Growth Operations: Defines strategic requirements for CRM, pipeline architecture, reporting, and commercial tech stack integration. Growth Ops builds, configures, and maintains the systems this role designs.
• Senior Leadership: Provides pipeline visibility, early-stage forecast intelligence, and enterprise pursuit health reporting to the CCO and EGS leadership team.

• Practice Leaders: Surfaces cross-practice expansion opportunities within target accounts and sequences outreach to maximise relationship leverage across the full OPEN Health portfolio.

This role is designed to move fast. It will scale in team size, practice coverage, and organisational influence as the outbound engine matures and OPEN Health achieves its enterprise growth objectives.

Essential Duties & Responsibilities

Architect the Enterprise Outbound Growth System

Design the end-to-end outbound growth architecture that creates predictable, scalable, and measurable enterprise pipeline across all practice areas. This role is the strategic architect; a dedicated Growth Operations team executes the build and maintains the systems.

• Define the full pursuit model: leveraging target account prioritization framework, persona mapping, outreach sequencing, GCP handoff protocols, and structured pipeline tracking
• Establish disciplined operating rhythms including weekly pursuit reviews, monthly account planning cadences, and quarterly target refresh cycles
• Orchestrate the integrateion and standrize the utilization of the commercial technology stack, including Salesforce, LinkedIn Sales Navigator, ZoomInfo, Eva Boot, SalesLoft, and AI-enabled research tools, to create a connected outbound system that Growth Operations builds and maintains
• Define pipeline stage architecture, reporting requirements, and attribution standards that give leadership clear visibility into outbound activity and pipeline health
• Develop scalable playbooks, templates, and quality standards that enable the function to grow headcount and coverage without degradation of rigour or impact

Drive Early-Stage Pipeline Strategy & Generation

Own the strategic approach to early pipeline creation, ensuring OPEN Health builds qualified enterprise opportunity well ahead of proposal timelines and budget cycles.

• Design and execute proactive pipeline generation strategies that identify and engage target accounts before competitive RFP processes begin
• Build account intelligence systems that surface buying signals, organisational changes, budget triggers, and therapeutic area activity across priority targets
• Implement structured lead qualification and scoring frameworks to prioritise pursuit effort against highest-probability enterprise opportunities
• Track and report on early-stage pipeline health, velocity, and conversion to provide forward-looking revenue intelligence to leadership
• Own the pipeline generation number for the outbound function, with clear attribution from outbound activity to qualified opportunity to closed revenue

Design Conference & Congress Campaign Infrastructure

Major industry congresses, including ASCO, ASH, ESMO, ISPOR, DIA, MAPS, and other high-impact global life sciences meetings, represent critical enterprise growth moments. This role designs and operates the commercial campaign infrastructure that transforms conference attendance into structured pipeline creation.

• Design the enterprise conference campaign framework: event prioritisation, account selection, persona targeting, and service narrative alignment, planned well in advance of each event
• Build structured pre-congress campaign packages for GCPs, including account-specific target lists, outreach sequences, briefing materials, and executive talking points
• Set meeting density standards and equip GCPs to deliver high-quality scheduled engagements rather than opportunistic walk-ups
• Design on-site execution frameworks that enable relationship building, real-time opportunity identification, and cross-practice connection-making
• Step in directly to take discovery or introductory meetings where appropriate to qualify high-priority leads
• Operate structured post-congress follow-through processes: formal debriefs completed, pipeline entries logged within 48 hours, and progression tracked to qualified opportunity
• Continuously refine a repeatable congress playbook that compounds performance with each event cycle

Serve as the Enterprise Commercial Integration Layer

Function as the connective commercial layer that ensures all outbound activity across the enterprise division is coordinated, account-aware, and aligned to a unified strategy.

• Maintain full visibility of account-level outreach across all practice areas to eliminate fragmented engagement, duplicated outreach, and conflicting messaging
• Contribute to enterprise account planning by identifying cross-practice expansion opportunities and sequencing outreach to maximise relationship leverage
• Partner with Marketing to align conference strategy, external messaging, and pursuit content to the broader commercial narrative and campaign calendar
• Coordinate with Growth Operations to ensure CRM data integrity, reporting accuracy, and operational infrastructure keep pace with the scaling function
• Act as the enterprise pursuit quality control layer, ensuring that every outbound touchpoint reflects the standard, positioning, and strategic intent of OPEN Health

Lead Pursuit Narrative & Executive Messaging

Develop and maintain the enterprise pursuit narrative that equips the commercial team to engage credibly and compellingly at the most senior levels of client organisations.

• Articulate how OPEN Health’s integrated capabilities across GMAC, PMED, PE, E&A, and Digital address the most pressing challenges facing pharmaceutical and biotechnology clients
• Create account- and persona-specific messaging frameworks that translate OPEN Health’s positioning into timely, compelling executive value propositions
• Build pitch and pursuit content for use across conference meetings, structured outreach sequences, and proposal development
• Equip GCPs and outbound team members with messaging discipline, clarity frameworks, and strategic positioning guidance

Scale Through Technology, AI & Operational Efficiency

Think strategically about how technology, AI, and automation can multiply the impact of the outbound function. This role defines the vision for how the commercial tech stack scales; Growth Operations and supporting teams execute the configuration and maintenance.

• Define the strategic roadmap for how platforms like Salesforce, LinkedIn Sales Navigator, ZoomInfo, Eva Boot, SalesLoft, and AI-enabled research tools connect to create an integrated, efficient outbound system
• Identify where automation and AI can reduce manual effort, accelerate account research, personalise outreach at scale, and improve speed to qualified opportunity
• Design the operating model so the function can expand coverage and throughput without proportional headcount growth
• Establish operational metrics and efficiency benchmarks that demonstrate the leverage and ROI of the outbound growth function at each stage of maturity
• Stay current with emerging commercial technology in life sciences and bring forward recommendations that sharpen OPEN Health’s competitive edge in enterprise pursuit

Deliver Enterprise Commercial Outcomes

Drive measurable enterprise-level opportunity creation through disciplined outbound execution and system maturity.

• Ensure GCPs deliver strong meeting density across priority congresses and outreach cycles against defined targets
• Expand account penetration within priority enterprise targets through structured relationship building and direct discovery engagement where appropriate
• Improve conversion of outbound meetings into qualified opportunities and formal proposals
• Generate sustainable enterprise-level pipeline value directly attributable to outbound activity
• Advance system maturity through adoption of playbooks, CRM discipline, operating rhythm adherence, and team capability development

Role Growth Trajectory

This role is designed to scale with the organisation:

• Activate: Complete enterprise commercial onboarding. Map existing pipeline, account priorities, and GCP coverage. Assess current commercial technology landscape and identify integration opportunities. Identify immediate high-value target accounts and upcoming congress opportunities. Establish operating rhythm with GCPs, Practice BD leads, and Growth Operations.
• Generate: Deliver measurable pipeline growth. Launch first outbound campaign cycles against priority accounts. Deploy initial conference campaign infrastructure. Define pursuit tracking and reporting requirements for Growth Operations to implement. Produce target intelligence and pursuit packages for GCPs. First qualified enterprise opportunities attributable to outbound activity.
• Scale: Expand outbound coverage across all practice areas. Deepen AI and automation integration to increase throughput. Refine playbooks and operating standards based on first-cycle learnings. Grow meeting density and conversion rates. Establish predictable pipeline generation cadence with clear attribution to enterprise revenue.
• Operate: Lead a fully scaled, multi-person outbound growth function with proven systems, repeatable congress playbooks, and consistent enterprise pipeline contribution. Function operates as the commercial engine of the enterprise division.

Experience, Skills & Qualifications

• Bachelor’s degree required; MBA or relevant postgraduate qualification preferred
• 10+ years of experience in strategic business development, pursuit leadership, management consulting, or enterprise growth roles within life sciences or healthcare services
• Deep understanding of pharmaceutical commercialisation, launch strategy, medical affairs, and market access landscapes
• Direct experience designing conference and congress campaign strategies
• Strategic understanding of how commercial technology platforms (Salesforce, LinkedIn Sales Navigator, ZoomInfo, SalesLoft, and similar) connect to create an integrated outbound system, with the ability to define requirements for a team that builds and maintains them
• Exceptional strategic narrative and messaging capability, with the ability to translate integrated scientific and commercial value into persuasive pursuit conversations
• Enterprise mindset with the ability to coordinate across complex, multi-practice organisations and serve as the connective layer between commercial, operational, and practice teams