Head of Marketing

Job description

Role Context Appsilon has historically grown on the strength of inbound: our brand, open-source credibility, and content have brought qualified leads to us. That engine is still important — and we want to keep making it stronger. At the same time, Appsilon is entering the next stage of growth. Inbound alone will not get us to where we want to go. We want Marketing to become an equal partner to Sales in building a qualified pipeline, including through targeted outbound campaigns. As Head of Marketing, you will lead this shift. You will own the marketing strategy and team, while working closely with the CEO and Head of Sales to make Marketing a measurable contributor to revenue growth. The north star for the role is SQL value : the qualified pipeline value Marketing contributes, rather than lead volume or top-of-funnel activity in isolation. You will also play a key role in shaping how Appsilon is positioned in the market. We are a specialist consultancy in clinical trial analytics — not a general-purpose software provider or staffing company. Our marketing needs to communicate deep domain expertise to pharma and life sciences decision-makers while continuing to resonate with the technology and open-source community that has helped build our reputation. This is a leadership and strategic role that reports directly to the CEO. You will own the marketing function end-to-end - including strategy, budget, team structure, and external partners - and lead a team of currently two marketing specialists. Role Responsibilities Marketing Strategy & Growth Develop and execute a marketing strategy aligned with Appsilon's revenue and growth targets. Define Marketing's role across the full funnel, balancing our established inbound engine with new outbound-supporting initiatives. Translate company and Board-level priorities into clear marketing goals, initiatives, and measurable outcomes. Identify opportunities to improve growth, customer acquisition, and marketing efficiency, and turn them into actionable plans. Demand Generation: Inbound & Outbound Continue to strengthen Appsilon's inbound engine across content, SEO/SEM, events, social, and other relevant channels. Partner closely with Sales to design and run targeted campaigns that convert outbound interest into qualified opportunities, including ABM, targeted content, sales enablement, and co-designed outreach campaigns. Develop a content strategy aligned with customer segments and commercial goals, covering formats such as case studies, blog posts, videos, and sales-facing materials. Build a strong feedback loop with Sales so that marketing and sales activity is continuously improved based on what is converting, what customers need, and where opportunities are being lost. Brand & Positioning Build and protect Appsilon's position as a high-end, specialist consultancy in clinical trial analytics. Develop messaging that demonstrates credibility and relevance to pharma and life sciences decision-makers. At the same time, maintain a strong connection with the broader technology and open-source community that amplifies Appsilon's reputation and reach. Adapt messaging, content, and channels to different audiences without diluting the overall Appsilon brand. Data, Experimentation & AI Define KPIs and benchmarks across marketing channels, with SQL value as the north star. Run marketing through clear hypotheses: define what an initiative should achieve, test it, measure the outcome, and act on what you learn. Review performance regularly and reallocate budget quickly when campaigns or channels fail to meet agreed targets. Use data to understand not only what worked, but why - and turn those insights into better decisions and new experiments. Use AI extensively to automate reporting and data synthesis, analyze sales and market signals, and generate insights that inform campaigns, messaging, and positioning. Identify opportunities to automate processes and introduce tools that improve the speed and quality of marketing decisions. Team Leadership & Commercial Partnership Lead and develop a high-performing, distributed marketing team. Own the development of the Marketing function , including team structure, hiring priorities, and the use of external partners and contractors . Support individual growth, motivation, and well-being while maintaining a strong focus on team results. Work closely with the CEO, Head of Sales, and Technology Unit Leaders to align marketing activities with broader business priorities. Partner with Sales as a shared owner of pipeline generation , rather than treating Sales as an internal customer. Own the marketing budget and resource allocation , making investment decisions based on expected business impact and SQL value contribution . Your Metrics The primary measure of success is: SQL value - the qualified pipeline value Marketing contributes across inbound and outbound. New logos from Life Science Drug Development projects. Supporting metrics include: SQL volume MQL-to-SQL conversion rate Inbound traffic and engagement CAC Content and campaign performance Event participation and asset downloads Other agreed leading indicators of the future pipeline We’re looking for someone with: 6+ years of marketing leadership experience in B2B IT, ideally in an international company. A proven track record of running full-funnel campaigns from strategy and concept through execution across both inbound demand generation and outbound-supporting, sales-aligned campaigns . Experience owning or jointly owning a pipeline or revenue-related KPI with Sales, rather than focusing exclusively on brand and awareness metrics. Strong strategic thinking combined with the ability to move quickly from strategy to execution and iteration. A data-driven approach and strong comfort with numbers, analytics, and performance measurement. You can explain not only what worked, but why something missed the target and what you would do next. A strong understanding of B2B marketing channels and concepts, including content, SEO/SEM, paid campaigns, partnerships, and ABM. Experience working in a remote-first, international environment . Excellent written and verbal English. Strong communication skills: you listen well, retain context, communicate clearly, and approach others with openness, patience, and emotional intelligence. A proactive, ambitious mindset and a strong bias toward continuous improvement. A good understanding of the B2B IT world and how technology creates business value. Hands-on experience using AI in day-to-day marketing work , particularly for reporting, synthesis, market intelligence, and turning sales and market signals into marketing input. A strong sense of ownership for team and business results, with the ability to motivate people through clear goals, visible progress, and measurable wins. It would be a plus if you have: Experience in marketing a niche or highly specialized product or service , particularly in B2B technology or professional services. Experience in an environment where marketing and Sales jointly own or influence pipeline generation. An interest in open source, pharma, or clinical research . We offer A high-impact leadership role with direct ownership of marketing strategy and its contribution to company growth and qualified pipeline. The opportunity to shape how Marketing and Sales work together , with shared goals and real influence on revenue growth. Autonomy to shape the Marketing function - including strategy, budget allocation, team structure, and agency/vendor partnerships. Fully remote work, flexible working hours, with core responsibilities in CET. Performance-based bonus of up to 2 monthly salaries per year , tied to agreed targets. Time and budget for continuous professional development , including conferences, mentoring, and workshops. Modern equipment (MacBook or ThinkPad with Linux) and tools that support effective work. A remote-first, trust-based culture built on ownership, accountability, and partnership . What can you expect during the recruitment process? General interview with the People Team – a conversation about your experience, motivation, and expectations. Interview with the CEO and selected team members – a deeper discussion about your marketing experience, business thinking, and approach to the role. Recruitment Task (case study) – a practical case designed to understand how you approach a real business challenge. We expect this to take no more than 3 hours . Case study presentation & discussion – you will present your approach and discuss your thinking with the hiring team, followed by questions and discussion ( around 1 hour ). Team & culture interview – a 1.5-hour conversation with members of the team you'll work with, focused on collaboration, communication, and how you approach working together. Final alignment conversation – if needed, a final conversation with the CEO to address any remaining questions and ensure a strong match on both sides . Offer Does this sound like a great opportunity for you? Use the Apply button below! Appsilon is committed to being a diverse and inclusive workplace. We encourage applicants of different backgrounds, cultures, genders, experiences, abilities, and perspectives to apply. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical disability, or length of unemployment.