Senior Manager, Growth Marketing & Conversion

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Description

MDVIP: Transforming Primary Care, One Patient at a Time

MDVIP is a national leader in personalized healthcare, empowering over 425,000 members to achieve their health and wellness goals through a network of more than 1,400 concierge primary care physicians. Our program emphasizes preventive medicine, offering comprehensive screenings, advanced diagnostics, and individualized wellness plans. Recognized as a Great Place to Work since 2018, MDVIP is committed to excellence in patient care and employee satisfaction.

Role Summary

The Organic Growth team owns SEO, content, conversion rate optimization (CRO), and the website product. This year, the website roadmap is committed to executing a serious CRO program, standing up new content infrastructure, and working through technical SEO improvements. However, this role has a bigger mandate than just organic traffic -- we're looking for a Lead-to-Sale Sr. Manager who has the crucial responsibility of improving sales rate across all channels that drive leads to land on the website. The website is our primary vehicle for communicating the membership value proposition and convincing a lead to enroll, so this role guides the success of a cross-functional taskforce - spanning Marketing, Sales, CRO, and Product - that runs special initiatives to improve how effectively that value prop converts into paid annual memberships.

You'll own the critical middle and lower end of our growth funnel: converting marketing-generated leads into paid annual memberships. This is an individual-contributor role sitting at the intersection of marketing and sales, responsible for understanding processes end-to-end and optimizing how they turn interest into enrollment.

This is a revenue-accountable role. We measure success in new member enrollments. The ideal candidate combines a sales-driven mindset with marketing fluency - comfortable owning conversion metrics across every channel, understands the unique needs and mindset of patients exploring the benefits of membership medicine, and advocates for experimentation in website messaging & pipeline process steps that translate into incremental enrollment lift.

If you are an individual who doesn't shy away from improving complex processes and has experience driving initiatives that close the gap between lead generation and revenue across teams that don't report to you, then we want to hear from you.

Key Responsibilities

• Own the lead-to-sale conversion funnel, from marketing qualified lead through close (paid enrollment in membership) across every acquisition channel - organic, paid, local, referral, and beyond - not just leads sourced by the Organic Growth team.
• Improve the sales rate (lead-to-enrolled-member conversion) for all leads landing on the website.
• Identify friction points in the lead-to-enrollment journey - website, sales process, or handoffs between them - and drive taskforce initiatives with Marketing, Analytics, Sales Ops, CRO, and Physician Product teams to resolve them.
• Manage a cross-functional roadmap of lead-to-sale initiatives by defining scope, aligning on prioritization, and excuting enhancement experiments with measurements that improve how well the website & other channels communicate the membership value prop and convert leads through interrelated touchpoints along the journey to conversion.
• Partner with the Organic Growth team (SEO, Content, CRO) and paid acquisition owners to ensure lead capture & quality, on-site messaging, and page experience support conversion goals across all channels.
• Partner with Membership Sales leadership to increase lead-to-sale conversion, collaborating on value-prop messaging and website-to-sales contact center agent handoffs, follow-up cadence, and contact journey mapping to support close rates across channels.
• Collaborate with Lifecycle Marketing/CRM team team to define customer journey and optimize lead nurture outreach streams through owned channels (calls, email, SMS) to convert them within target response-time and follow-up windows.
• Track and report on sales-rate KPIs by channel (lead response time, conversion rate, sales cycle length, revenue per lead) and maintain accurate pipeline records.
• Heavily influence CRM workflows (e.g., Salesforce, Marketo) related to lead status, stage progression, and reporting.
• Use Marketing Analytics tools to forecast weekly/monthly/quarterly membership sales and report against targets to marketing and executive leadership.

Key Competencies

• Revenue accountability: owns the lead-to-sale funnel and ties initiative prioritization decisions to member enrollment.
• Cross-functional stakeholder management: builds trust and drives alignment across Marketing Channel Owners, Sales, and Analytics without formal authority, resolving competing priorities to keep taskforce initiatives moving from idea to shipped.
• Program management discipline: runs cross-functional workstreams with clear milestones, owners, and status reporting, using structured project management practices and thorough documentation to keep initiatives moving without relying on informal follow-up.

Requirements

Qualifications:

Required Qualifications

• [3-5]+ years of experience in growth marketing, demand generation, or conversion rate optimization, with at least 3 years focused specifically on lead-to-sale or lead-to-revenue funnel ownership ideally within healthcare, wellness, subscription, or membership-based business models.
• Demonstrated success managing initiatives across multiple acquisition channels simultaneously (organic, paid, local/referral) rather than a single channel.
• Proven track record improving lead-to-sale/lead-to-close conversion rates in a business with a defined sales team or contact center handoff (not purely self-serve e-commerce).
• Excellent communication skills, both written and verbal, with experience evaluating options for value-add, assigning prioritization, and conveying sales impact across and up the organization.
• Strong analytical skills - comfortable building and interpreting funnel/conversion reports
• Proficient in Microsoft Office applications, with advanced skills in Excel and PowerPoint.
• Experience with marketing automation platforms (Marketo, etc.), and analytics tools (GA4, Looker Studio).

Preferred Qualifications

• Experience in healthcare, medical membership, concierge medicine, subscription, or similar high-consideration/high-ticket subscription sales environment is strongly preferred.
• Hands-on experience with Salesforce and/or Marketo (or comparable CRM/marketing automation platforms), specifically around lead status, stage progression, lead scoring models, and funnel reporting
• Experience with interpreting A/B testing offers, pricing, or messaging.
• Experience using AI tools (e.g., ChatGPT, Claude, or similar) to accelerate CRM experiment ideation and the build of testable hypotheses, and to identify gaps in the lead to sale journey map (a plus for scaling the volume and speed of lead-to-sale experimentation across channels).

Why Join MDVIP?

• Real ownership from day one: you set strategy, run the work, and own the outcome.
• Healthcare mission: the work matters, and the users are people making real decisions about their care.
• Building phase: this team is new, the program is new, and your fingerprints will be on how it's built.
• Competitive Compensation: Attractive base salary complemented by performance-based incentives.
• Comprehensive Benefits: Health, dental, vision insurance, and retirement plans.
• Positive Work Environment: Consistently recognized as a Great Place to Work, fostering a culture of collaboration and excellence.

MDVIP is an Equal Opportunity Employer and is committed to fostering an inclusive and diverse workplace. We welcome applicants of all backgrounds and do not discriminate based on race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected status. We believe that diversity and inclusion drive innovation and strengthen our company culture.

If you require accommodation during the application or interview process, please let us know, and we will be happy to assist.

Pay Transparency: Our compensation reflects the cost of labor across appropriate US geographic markets. Pay is based on several factors including but not limited to market location and may vary depending on job-related knowledge, skills, and education/training and a candidate's work experience. Hired applicants are offered annual incentive compensation programs, subject to applicable eligibility requirements. Payments under these annual programs are not guaranteed and are dependent upon a variety of factors including, but not limited to, individual performance, business unit performance, and/or the company's performance. The company offers the following benefits for this position, subject to applicable eligibility requirements. Medical/prescription drug coverage, Dental coverage, Vision coverage, Flexible Spending Account, Health Savings Account, Dependent Care Flexible Spending Account, Basic and Supplemental Life Insurance & Accidental Death and Dismemberment, Disability Income Protection Plan, Employee Assistance Program, 401(k) retirement program, Vacation, Paid Holidays and Personal time, Paid Sick and Family and Medical Leave time as required by law.