Last updated 10 October 2026

Demand Generation Specialist

Two openings.

Apply for this role. Reading the page is not applying. The application is the only way to be considered, and it is the whole first step.

Why this role exists

We need someone to oversee these items:

• We need someone who owns the execution of marketing.
• Two campaigns are already built: postcards and cold email.
• This role runs both of them, tracks the conversion rates, and improves them.
• You also launch the funnel for the dental focus.

How the funnel works, step by step

Logistics

• Company stage: Small firm, growing, thin at the top. The Interim CEO was a Senior Manager in Accenture's Strategy and Operations practice, one level below Managing Director, and she is building a team to scale the firm.
• Hours: You can start part time and move to full time. Within three months of starting you must be full time.
• Start: As soon as possible.
• Location: Remote, hired from Eastern Europe. Croatia, Poland, North Macedonia, Serbia, and the wider Balkans.
• Reports to: the Head of Delivery.
• Direct reports: None to begin with.
• Video: On, every internal meeting.
• Equipment: Yours. You will reach our systems through a remote desktop we set up.
• Contract: Contractor. The template agreement shows every term before you get to the end.

Work hours

• Full time is 7 am to 4 pm Austin time.
• That's 2 pm to 11 pm in Warsaw, Belgrade, and Skopje.
• In India that is 5:30 pm to 2:30 am in summer, and 6:30 pm to 3:30 am in winter.
• Monday through Friday, year round.

The technology you need to work here

The setup is the same for every role here. The technology you need to work here lists the computer, the internet, the power backup, the audio and the workspace.

Full time here

You are passionate about your work. Full time here means 8 to 10 hours a day, because you want to see things through to finished.

Who we want here

• Women. We want more of them here.
• Autistic people. The rules are written down. Nobody has to read a room.
• Direct communicators.
• People who think in systems. When something breaks, they look for what caused it instead of fixing only the part they can see.
• People who are optimistic about the outcome when they are under stress or facing a challenge.
• People who move fast and get a lot done.
• People who are all in.
• People who want the company to grow and are excited to help make that happen.
• People who, when they are stressed, notice what they are feeling, then say what they need and write it down. Stopping at the feeling, with nothing written down, is not a fit here.

Who should not apply

This is not the role for you if you:

1. Wait for somebody else to pick a thing up, or need the work handed to you tidy and already decided.
2. Report a problem and stop there.
3. Try somebody once, get no answer, and give up.
4. Go quiet when something needs raising, or find telling the truth consistently hard.
5. Read hidden meanings and office politics instead of the plain words.
6. Overstate what you can do, or are different before you are hired and after.
7. Have changed jobs every year or two, or want short projects and a work whenever schedule.

How your results are measured

• Every send goes out on the day it was scheduled, without the Interim CEO asking whether it went.
• Every channel reports what it cost and what it produced, in the same shape, every week.
• Your number is qualified leads who sign up for a first call. Twenty percent of those calls become clients, and the firm needs five clients a month, so twenty five first calls a month is the target.
• Qualified means the practice fits what we serve and the person taking the call is the one who decides. A first call with anybody else does not count.
• The number of sends needed to produce twenty five first calls is written down, tracked, and read against what happened.
• Nobody in the market receives something we did not mean to send. Wrong name, wrong state, dead link, or a second copy of the same card.

Role summary

You run the outbound programs that fill the pipeline for our endodontic practices.

The plans exist and the assets are built. Your job is that they go out on schedule, that each one is measured the same way, and that what is not working gets changed rather than repeated.

You improve the plan rather than only running it. You build the funnel, you track the numbers that show whether it works, and you keep making the next round better than the one before.

Our marketing is AI first and AI integrated. The tools are how the work gets done here, not something you reach for when there is spare time.

Marketing supports sales here. Without sales there is no money to pay for marketing, so every decision about what to spend and what to send is made against whether it puts a qualified person on a first call.

The campaign waiting for you

All of this is built and ready to send, so you start with something running rather than a blank page.

You take it on a piece at a time. The postcards and the emails come first, and the rest follows once those two are working.

• A list of endodontists across twelve states, each with their name and their practice address. It was built from the federal register of licensed medical providers, so the names are real and current.
• Six postcard designs, 6 by 9 inches. Every doctor gets their own card with their own square code printed on it, the kind you scan with a phone, so we know which card produced which visit. All 195 codes already work.
• Five emails written to go out over 28 days, so a doctor who ignores the first one hears from us four more times.
• A free scorecard on our website. A doctor answers seven questions about their practice and sees their score straight away, and that is what every postcard and every email asks them to do.
• Virginia is the first state: 194 doctors at 137 addresses, because several of them work out of the same practice. Printing and posting that batch costs about $170.
• Social accounts for Stash, the squirrel who fronts our marketing. They are switched off on purpose until the postcards and emails are both running, so attention goes to one thing at a time.

What you own

The list

• One master list of doctors, built from the federal registry, and it is the only place any of this is tracked.
• Every address verified before a card is printed, so nothing is posted to a suite number that does not exist.
• Keeping the list clean as doctors move, retire, and change practices.

Postcards

• Sending each batch through the print vendor, state by state, from the six designs already built.
• Each card pulling its own doctor, state, headline, and QR code from the list, so one template produces the whole batch.
• Checking a proof before a batch prints, and checking that the QR code on it opens the right page.

Email

• Running the five email sequence over 28 days through the sending platform.
• Sending domains warmed before anything goes out, and watching the health of them afterwards.
• Bounce rate and reply rate on every batch, with a small test batch clearing the bar before a whole state goes out.
• Every reply reaching a person the same day.

The free scorecard, and what happens after it

• Every channel points at the free scorecard, and you own whether that path works end to end.
• Somebody who finishes a scorecard hears back, and you own how fast and with what.

Social, once it starts

• The accounts for our squirrel mascot, held until email and postcards are both running.
• Posting on a rhythm rather than in bursts, pointing at the same scorecard.

The marketing scorecard

• One page a week showing what happened against what was targeted, for every channel.
• Postcard, email, and social all send a doctor to the same place, and all three get counted the same way. You own that they do.
• What was spent on a channel sits next to what came back from it, so the two are never read apart.
• Cost per reply and cost per finished assessment, so a channel that stops working is obvious before the money is gone.
• What the numbers say about next month. This is where the next plan starts rather than a record of the last one.

What this role does not do

• Selling. You do not run the sales call and you do not close.
• Setting what the firm charges.
• Accounting, tax, bookkeeping, and CFO work of any kind.
• Deciding the brand and the visual identity. Suggestions are welcome, and your first focus is conversions, because that is what earns the credibility to change how the brand looks.

How SMB Numbers works

We move fast, and we do not do chaos. We do consistency. If something is off, we say it early. If you do not know, you ask once, then take a smart first try. If you make a promise, you follow through. And if it is not written down, it did not happen.

How we work together

• We work at the same hours most of the time, and some of the work is done asynchronously. You will not always have somebody online to ask, so you write things down and you keep going.
• Written, asynchronous communication is modeled as part of the company's culture. Things are read in writing before a live call is requested, and writing is used to prevent the need for calls.
• Tell the truth early. If something is late, stuck, or going wrong, say it early and clearly.
• Be proactive.
• Keep records clean enough that someone else can step in, so you can take time off.
• Protect client information and handle sensitive material carefully.
• When you see a repeat problem, fix the system.

Software we use

• The email sending platform, and the tools that warm and hold our sending domains.
• The print vendor that produces and posts the cards, and its address verification tool.
• Canopy, for the client record once a practice signs.
• Zoom phone
• Google Workspace, for mail, chat, and documents.
• Our internal site, for the SOPs and daily priorities.
• AI tools, every day. Drafting, list work, and reporting all move faster with them, and you will be expected to use them well.

What we need from you

• You see marketing as two games at once, a numbers game and a psychology game. The numbers tell you what is working, and the psychology tells you why a doctor answered or ignored it.
• You have marketed a recurring service sold to businesses, where the sale is a monthly relationship rather than a one off purchase.
• You have worked closely with a sales team, and they were better off for it.
• You have run outbound programs yourself rather than briefed somebody else to run them. Print, email, or both.
• You write clean English and you write it fast, because every send needs copy before it goes.
• You are comfortable talking to a client or a lead yourself, to find out why something worked or did not, and you put what they tell you into the next send.
• No accounting knowledge is needed. We will teach you what the clients buy.
• All client work happens in our software. Your own tools stay out of it, with no exceptions.

Pay

How pay works here. The parts, how each one grows, the coverage bonus and sales commission.

Career growth

• Tell us what you want over the next three years. We will help.
• You book a career conversation with your manager every quarter. It is your meeting to run, and it is where we plan what you learn next.
• This vertical is new, so the programs you run are the ones that decide how fast it grows.

Every step of our process, in order. Read it before you apply, so you know what is coming and when.

How to apply

Fill in the application. It is the whole first step.

It asks for a web address for a short video recording answering both of these questions. Put the video anywhere we can open without an account, and paste the address into the application.

• What do you do when you get a task/project you do not understand?
• From a logistics standpoint, when is the earliest that you could start full time if you were to be accepted?

Apply now. If you have read this far and it sounds like you, send it. We read every one.

Tax and accounting career levels, the levels used across the firm.