Lead Customer-Led Growth Manager

ABOUT LATENT

Latent is the enterprise pharmacy intelligence platform. Our clinical AI streamlines prior authorizations, appeals, and 340B compliance, so patients start therapy faster and care teams spend less time on paperwork.

We raised an $80M Series A led by Spark Capital and Transformation Capital, with General Catalyst, McKesson Ventures, Conviction, and Y Combinator. 60+ health systems run on Latent, including Yale New Haven, Mount Sinai, UCSF, and Ochsner. We move fast, operate with high ownership, and build products that directly improve patient care.

THE ROLE

We've built 60+ partnerships across the top health systems in America. Faster medication access, more patients served, denials dropping. The wins are happening. The stories haven't caught up.

That's the job. Turn our customer base into the most cited proof bank in healthcare AI, and run the campaigns that convert that proof into pipeline. A hybrid role between customer marketing and demand gen.

This role reports to the VP of Brand. The cycle: find, produce, distribute, activate. Customer voice in, qualified demand out.

WHAT YOU'LL OWN

1. Find the stories, the data, the proof. Go inside our 45+ partner systems to find the wins worth writing up: clinical, operational, financial. Build the customer interview process (who to talk to, what to ask, how to capture it). Pull the data from Partner Experience to turn a story into a verifiable result. Keep a customer-quote and stat library every campaign can pull from. Define the story formats: case study, video, data, exec testimonial, peer reference.

2. Make the content. Get the existing case studies into circulation across web, sales, and ABM. Make the video case studies alongside the Creative Lead. Build a simple production pipeline (creators, editors, partner approvals). Use AI to turn one story into everything: paid ads, nurture emails, sales narrative, social posts, web pages, in days not weeks.

3. Launch the campaigns that drive demand. Run three 360 campaigns a year, each built around one partner story, distributed across web, paid, ABM, market partners, and sales. Map every story to ICP segment, persona, and funnel stage so it drives pipeline, not impressions. Own the work from brief to launch: narrative, formats, audience, creative, distribution, measurement. Partner with Growth on the demand programs that turn customer stories into pipeline. Measure customer-led campaigns against pipeline contribution, not engagement.

4. Run customer webinars and events. Run customer-led webinars. Co-design small dinners, roundtables, and peer sessions that pull buyers into the room. Shape what customers do at our biggest events (agenda, presenters, attendee mix). Use customer voice to set the agenda and curate the guest list. Feed event outputs (quotes, clips, learnings) back into content and campaigns. Partner with PMM and Growth on event narrative, follow-up, and pipeline conversion.

5. Build the customer reference roster for sales. Build the reference roster and keep it current: who'll talk to whom, when, on what topic. Coordinate executive references for late-stage deals. Track how often each customer gets asked, and protect their time.

6. Make customer voice the default everywhere. Make customer voice the default proof point in every Growth and PMM campaign. Partner with PR and comms to feed customer stories into media placements and analyst briefings. Use AI to speed up transcription, drafting, variants, and distribution. One interview, ten outputs.

HOW WE WORK

We're a small marketing team that uses AI to punch way above its weight. Speed and impact over team size.

- We use AI to accelerate every function, not as a side experiment.

- We work shoulder to shoulder with growth, product marketing, brand and creative, sales, partner experience, and RevOps.

- We move fast, scale with AI, and run a lot of experiments.

- This role is for someone excited to rethink how customer marketing and demand gen converge, not replicate the traditional B2B playbook.

WHAT SUCCESS LOOKS LIKE

- A steady monthly output of case studies.

- Every active campaign anchored by a real customer voice.

- Customer-led campaigns we can trace to pipeline.

- Customer-led events that consistently fill the room with the right buyers.

- A reference roster sales actually trusts, cited in every late-stage deal we win.

- Video, written, and data case studies powering paid, ABM, email, and events. Not sitting on a shelf.

YOU'LL DO WELL HERE IF

- You've spent 6 to 8 years across customer marketing, demand gen, content, or campaign roles in B2B, and you've shipped case studies and run the paid and email work that distributes them.

- You think of customer voice as a demand engine, not a project.

- You can find the line that turns a complicated win into a simple story, then build the campaign around it.

- You're comfortable interviewing executives, clinicians, and operators. Equally comfortable in CRM, paid platforms, and analytics.

- You use AI to produce more, faster. One interview powers ten outputs.

- You treat customer time as the most expensive resource in the company.

- You're an operator first. You ship, you don't just plan.