Director, Demand Generation

About Us Qualio is a unified quality and compliance management platform that helps regulated organizations get products to market faster with reduced risk. Trusted by biopharma, medtech, and diagnostics companies worldwide, Qualio eliminates fragmented systems that create audit delays and compliance blind spots.

Requirements

Qualio is ISO 27001, ISO 9001, and ISO 27701 certified, reflecting our commitment to security, quality, and privacy. The Qualio team is all-remote, and currently distributed across North America, Europe and Australia. What's the opportunity?

Pipeline generation is at the heart of Qualio’s growth strategy. We are shifting to a full-funnel, AI-native demand engine that supports three distinct motions: net new platform, expansion into the installed base, and servicing the next generation of pharma, biotech and medical device companies The Director of Demand Generation owns that engine. You design the programs, run the channels, and drive the pipeline coverage that the revenue org depends on.

You work in close partnership with the BDR team, RevOps, Product Marketing, and Sales to make sure every motion is coordinated and every budget dollar is traceable to pipeline impact. This is not a role for someone who runs campaigns. It is a role for someone who builds systems, thinks in funnels, experiments relentlessly, and treats AI as infrastructure, not a feature.

What will I be doing? Manage a team to build and run a full-funnel demand engine with AI at its core. Design programs that cover all three sales motions: net new platform, installed base expansion, and enterprise.

Every workflow you build starts with the question of where AI can remove friction, increase throughput, or surface signal earlier. You do not add AI on top of existing processes. You redesign the process with AI as a foundational input, and you document the before and after so others can follow.

Partner with the BDR team to drive outbound pipeline quality. You provide ICP-fit targeting, campaign context, intent signals, and qualification intelligence that makes their outreach sharper. You work with the BDR team on scoring logic, sequence strategy, and the feedback loop between outbound activity and pipeline outcomes.

When outbound is not working, you figure out why together. Run structured experiments and build a learning culture. You treat every channel as a hypothesis.

You set up tests with clear success criteria, document outcomes whether they work or not, and make it easy for the rest of the team to learn from what you build. You are comfortable killing programs that do not perform. Own channel strategy and budget allocation.

You have managed paid, organic, outbound, content syndication, and events channels simultaneously. You make investment decisions from contribution data. You use signal-based outbound tools such as Clay and intent data platforms, not broadcast sequences.

Build and maintain attribution infrastructure. Work with RevOps to keep pipeline attribution clean and trusted. CAC payback and channel contribution are metrics you can speak to in any conversation, not just reporting cycles.

The GTM team should have real-time pipeline visibility every week, and you are accountable for that data being accurate and acted on. Model AI adoption for the broader team. You do not just use AI yourself.

You build workflows that others can follow, document what works, and actively help the demand gen function and BDR team raise their own AI fluency. You bring the same experimental energy to AI adoption that you bring to pipeline programs. What skills do I need?

Pipeline ownership track record. You have been accountable for a pipeline number, not a lead number. You can talk about coverage ratios, conversion rates by stage, what drove pipeline in each period, and what you changed when it was not working.