Senior Director, Client Engagement

Job Summary

The Senior Director, Client Engagement builds and runs the outbound engine that generates early-stage pipeline for OPEN Health across the full commercial account landscape. This is a hands-on, execution-first leadership role for someone who has built outbound programmes before and knows how to make them produce: designing targeting, building campaigns, leveraging AI-enabled prospecting tools, running congress outbound, and personally driving the volume of qualified meetings and opportunities that GCPs and practices need flowing into the funnel.

This person works across all account tiers. For GCP-assigned accounts (anchor/builder, Zone 2, Zone 3), they build outbound campaign support in collaboration with GCPs, who retain account ownership. For accounts without dedicated GCP coverage, they run outbound independently and route qualified opportunities to the relevant practice. In both cases, the Senior Director is the person making outbound happen: configuring cadences, launching campaigns, taking discovery meetings, tracking what converts, and iterating based on results.

The Associate Manager, Outbound Growth Operations reports directly into this role and handles the day-to-day campaign mechanics (list builds, cadence configuration, dashboards, data quality). Together they are the execution engine for outbound growth. A Senior Manager, Growth Data & Intelligence provides targeting models and analytical foundation. A Growth Operations team maintains the CRM and tech stack. As the Senior Director builds credibility through results, the role expands into broader coordination across practice outbound teams and shaping the outbound operating standards for the organisation.

Key Relationships

• Global Client Partners: Works collaboratively with GCPs on their assigned accounts. Receives account context and priorities, then builds and executes the outbound campaigns that generate early pipeline. GCPs own the relationship; this role generates the meetings and opportunities.
• Practice BD Leads: Receives practice-specific positioning and buyer direction. Ensures outbound campaigns reflect the right value proposition for each practice area. Routes qualified opportunities from non-GCP accounts to the appropriate practice.
• Practice Outbound Teams: Coordinates with outbound growth team members across GMAC, PMED/PE, E&A, and Digital to align coverage and prevent duplication. This coordination deepens over time as the role matures.
• Associate Manager, Outbound Growth Operations: Direct report. Handles campaign execution mechanics. The Senior Director directs priorities, manages workflow, and ensures deliverables are on time and to standard.
• Growth Data & Intelligence: Receives targeting intelligence, ICP models, intent signals, and market data. Translates these into campaign targeting and account prioritisation.
• Growth Operations / Marketing: Defines tech stack requirements and coordinates outbound messaging with the content calendar.
• Senior Leadership: Reports on outbound pipeline volume, conversion, and campaign performance to the CCO and EGS leadership.

Essential Duties & Responsibilities

Build & Execute Outbound Campaigns at Scale

Design, launch, and optimise outbound campaigns that produce a consistent flow of qualified early-stage pipeline across the account landscape.

• Build multi-channel outbound campaigns (email, LinkedIn, SalesLoft cadences) targeting prioritised accounts across anchor/builder, Zone 2 drivers, and Zone 3 emerging biotech and mid-tier targets.
• Personally design targeting strategy, messaging angles, and cadence sequencing for each campaign cycle, working with the Associate Manager on list build and configuration.
• Take discovery and introductory meetings directly. Qualify opportunities and hand off to GCPs or Practice BD leads with full context.
• Leverage AI-enabled prospecting tools and workflows to increase targeting precision, personalise outreach at scale, and accelerate speed to qualified meetings.
• Run A/B testing on messaging, subject lines, and channel sequencing. Use results to continuously improve campaign performance.
• Own outbound pipeline volume metrics with clear attribution from campaign activity to qualified opportunity.

Run Congress & Conference Campaign Operations

Congress cycles are the highest-density pipeline opportunities. This role builds and runs the full outbound campaign infrastructure around each event.

• Design and execute pre-congress outbound campaigns: identify target accounts and contacts, build outreach cadences, prepare briefing materials, and schedule meetings.
• Set meeting density targets for each congress and personally take discovery meetings on-site where appropriate.
• Coordinate congress targeting with GCPs (for their accounts) and Practice BD (for positioning), ensuring campaign packages are delivered on time.
• Run post-congress follow-through with the Associate Manager: structured follow-up cadences launched within 24 hours, debriefs completed, pipeline logged within 48 hours.
• Refine the congress playbook after each cycle based on what converted and what did not.

Collaborate with GCPs on Outbound for Their Accounts

Provide the outbound execution that makes GCPs more effective on their assigned accounts. GCPs own account strategy and relationships; this role generates the outbound activity.

• Build pre-campaign and pre-congress targeting packages for GCP-owned accounts: account intelligence briefs, stakeholder maps, contact lists, and recommended entry points.
• Configure and launch outbound cadences in support of GCPs, ensuring messaging and timing align with their account strategy.
• Track outbound activity and pipeline outcomes on GCP-supported campaigns. Surface what is working and what is not.
• Continuously refine the GCP enablement approach based on feedback and conversion data.

Drive Pipeline from Non-GCP Accounts

Where accounts do not have dedicated GCP coverage, independently run outbound to generate qualified opportunities for the practices.

• Identify and prioritise non-GCP accounts across Zone 2 and Zone 3 based on market signals (funding, pipeline milestones, leadership changes, regulatory events) and practice relevance.
• Build and execute outbound campaign cycles with practice-specific value propositions, working with the Associate Manager on list build and cadence setup.
• Qualify and progress opportunities directly, then route to the relevant practice or Practice BD lead with full context.
• Manage account graduation: when non-GCP accounts grow in relationship depth or revenue potential, transition to GCP or Practice BD coverage.

Pipeline Performance & Reporting

• Track outbound pipeline health with the Associate Manager: volume, velocity, conversion rates, and attribution across all campaign types.
• Identify where pipeline is stalling or leaking and drive tactical fixes to targeting, messaging, or follow-up.
• Deliver regular performance readouts to the CCO and EGS leadership with clear assessments of outbound contribution.

Technology, AI & Outbound Infrastructure

• Define how the outbound tech stack connects into an efficient system: CRM platforms, sales engagement tools, prospecting and data enrichment systems, and AI-enabled research tools (for example, Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Eva Boot, Claude). Growth Ops builds and maintains what this role specifies.
• Design and implement AI-driven prospecting workflows that increase targeting precision, scale personalised outreach, and reduce manual effort.
• Continuously evaluate emerging tools and bring forward recommendations that improve outbound performance.

Role Growth Trajectory

• Build: Onboard into the account landscape and enterprise strategy. Build relationships with GCPs, Practice BD, and Growth Ops. Launch first outbound campaign cycles across GCP-supported and non-GCP accounts. Run congress campaign infrastructure for the next major event. Pipeline dashboards live. First qualified opportunities attributable to outbound.
• Prove: Establish a consistent campaign rhythm producing measurable pipeline. Deepen the GCP enablement model based on results and feedback. Refine targeting, cadences, and playbooks based on conversion data. Build credibility across the organisation through pipeline contribution.
• Expand: Begin coordinating more broadly with practice outbound teams as credibility allows. Shape outbound operating standards that practice teams adopt because they work. Increase campaign throughput and coverage across all practice areas.
• Lead: Operate as the recognised outbound growth leader across OPEN Health. Proven pipeline contribution across all account tiers. Established GCP enablement model. Growing coordination with practice outbound teams. Congress playbooks repeatable. Outbound standards influencing how the broader organisation approaches pipeline generation.

Experience, Skills, and Qualifications

• Bachelor’s degree required.
• 6+ years in business development, outbound sales operations, demand generation, or commercial growth within life sciences, healthcare services, med comms, or professional services.
• Proven track record of personally building and running outbound programmes that generated measurable pipeline and revenue, including designing campaigns, writing outreach, and taking meetings.
• Hands-on experience with outbound tech stack tools: CRM platforms, sales engagement tools, prospecting and data enrichment systems, and campaign management software (for example, Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, Outreach).
• Experience designing and executing AI-driven prospecting workflows to improve targeting and outreach at scale.
• Direct experience running congress or conference outbound campaigns in a life sciences or med comms context.
• Experience managing and developing direct reports, including setting priorities, managing workflow, and holding team members accountable to deliverables.
• Ability to work collaboratively with senior commercial stakeholders (account directors, client partners, or equivalent) without owning the client relationship directly.
• Strong analytical capability: able to track pipeline data, diagnose conversion issues, and translate findings into campaign improvements.
• Clear, direct communication with the confidence to engage credibly with senior leadership.

Travel Requirements

• Remote (US-based). Quarterly travel for team meetings, planning sessions, and key events. Congress attendance is encouraged but not mandated.