Head, Site Onboarding & Market Enablement
Menlo Park, CA / Remote / Sacramento, CA
Commercial – Launch Operations & Enablement /
Regular, Full-Time Employee /
Hybrid
More than one million people in the United States today are fighting blood cancer. While a traditional allogeneic stem cell transplant has been the best hope for many, the transplant itself can prove fatal or lead to serious conditions, such as graft vs. host disease. Orca Bio is a late-stage biotechnology company redefining the transplant process by developing next-generation cell therapies with the goal of providing significantly better survival rates with dramatically fewer risks. With our purified, high-precision investigational cell therapies we hope to not only replace patients' blood and immune systems with healthy ones, but also restore their lives.
The Head of Site Onboarding & Market Enablement will be responsible for driving the execution of Orca Bio’s treatment center onboarding, activation, and ongoing site engagement to ensure operational readiness for ORCA-T administration. This role will develop and implement scalable models and processes for site onboarding, treatment center certification, and institutional support to enable a smooth launch and sustained adoption of the therapy. This position will work cross-functionally with teams across commercial, operational, and clinical functions and will manage a growing team as the program scales.
Note: Travel ~ 30%
Essential Duties & Key Responsibilities
- Institutional Engagement & Enablement Strategy
- Build, nurture, and actively manage relationships with treatment center leadership, operational staff, and KOLs, engaging directly in discussions, problem-solving, and follow-ups to ensure smooth onboarding and early adoption.
- Lead and directly contribute to institutional engagement initiatives, not only setting strategy but also creating and delivering tools, resources, and training sessions so treatment centers have what they need for successful product administration.
- Partner with the Site Profiling function to both design and maintain a treatment center segmentation and prioritization model, contributing to the analysis, data validation, and decision-making that drive activation strategies aligned with capacity, market opportunity, and readiness.
- Regional Marketing Enablement
- Use CRM and analytics tools directly to refine customer segmentation and regional account targeting, running queries, validating outputs, and translating insights into field-ready actions.
- Integrate CRM and external data sources to identify and prioritize KOLs, personally pulling data, analyzing patterns, and sharing actionable insights with field and marketing partners.
- Translate national strategies into regional execution plans, building digital playbooks, workflows, and campaign assets that can be deployed and customized locally.
- Develop and maintain resources, messaging, and workflows within CRM and enablement tools, not only overseeing content creation but also building and testing the assets to ensure they work seamlessly in the field.
- Track account and KOL engagement through CRM dashboards, creating the reports, troubleshooting data issues, and adjusting initiatives based on direct monitoring of activity and adoption.
- Bridge national, regional, and sales teams by producing and maintaining shared CRM reporting and insights, ensuring consistency while also tailoring dashboards to stakeholder needs.
- Train Regional Marketers on CRM best practices and engagement tools, leading workshops, building how-to guides, and providing one-on-one support to reinforce adoption.
- Apply AI-driven analytics and visualization tools hands-on to uncover emerging trends, test hypotheses, and optimize strategies in partnership with commercial leadership.
- Embed compliance requirements into CRM workflows and digital processes, designing the rules, validating their function, and monitoring for adherence in day-to-day use.
- 3PL Commercial Collaboration
- Partner with Supply Chain, Quality, and Case Management to manage 3PL relationships, engaging directly with vendors, resolving operational issues in real time, and ensuring alignment on patient-specific therapy needs.
- Collaborate on contract oversight, service levels, and performance monitoring, not only driving governance discussions but also reviewing metrics, drafting inputs, and troubleshooting gaps as they arise.
- Integrate 3PL and internal systems for real-time visibility to patients, providers, and field teams.
- Support commercial launch readiness by leading and directly contributing to cross-functional improvements, identifying scalability gaps, coordinating fixes, and personally driving tasks that accelerate readiness.
- CRM Administration
- Administer the CRM system end-to-end, including user setup, permissions, updates, troubleshooting issues, and directly managing configuration changes.
- Maintain data quality and accuracy across accounts and contacts, running audits, cleaning records, and correcting errors to ensure reliability for field and leadership use.
- Monitor CRM adoption in the field, provide training, and directly address user needs, whether through workshops, job aids, or one-on-one support.
- Design, build, and deliver dashboards and reports that generate actionable sales and marketing insights, including validating data and iterating based on stakeholder feedback.
- Ensure integrations function seamlessly to provide a unified field view, testing data flows, resolving interface issues, and validating information across systems.
- Work cross-functionally to align CRM capabilities with commercial strategy, contributing to planning discussions while also configuring tools to reflect agreed priorities.
- Embed compliance controls directly into CRM workflows, monitoring adherence to policies and addressing gaps in real time.
- Continuously improve CRM functionality by collecting feedback, piloting enhancements, and implementing solutions that meet evolving business needs.
- Cross-Functional Collaboration
- Lead treatment center onboarding within cross-functional forums (Commercial, Medical Affairs, Regulatory, Quality, Operations), setting direction while also preparing materials, contributing updates, and personally tracking follow-ups to drive progress.
- Define, document, and integrate onboarding workflows into ordering and CRM systems, drafting requirements, configuring processes, and validating functionality to ensure accuracy and usability.
- Actively test, troubleshoot, and resolve workflow and system issues, working directly with IT, operations, and field teams to fix gaps and ensure seamless execution for treatment centers.
- Continuously monitor, refine, and enhance onboarding processes, gathering stakeholder feedback, updating workflows, and implementing improvements that align with commercial and clinical needs.
- Team Leadership & Development
- Lead, mentor, and work alongside a growing team responsible for onboarding and institutional support functions—providing coaching and direction while also rolling up your sleeves to help execute key activities and solve issues in real time.
- Design and actively refine lean, efficient team structures and workflows, mapping processes, piloting solutions, and directly building tools or resources that maximize onboarding effectiveness and enable scalable support for post-launch growth.
- Serve as a player-coach during critical periods, stepping in to cover execution gaps, model best practices, and ensure delivery against aggressive timelines while building the team’s long-term capability.
Minimum Requirements
- 8-15 years of experience in site onboarding, market enablement, institutional engagement, commercial operations, or related functions within biotech/pharma; oncology, hematology, or cell therapy experience strongly preferred.
- Proven track record in designing and executing treatment center onboarding frameworks for complex therapies (e.g., CAR-T, allogeneic transplant, gene therapy), including certification, training, and operational readiness programs.
- Demonstrated success in launching new products and entering new markets, with deep knowledge of commercial strategy, sales execution, and market development for advanced therapies.
- Hands-on experience working with commercial operations, sales, and marketing teams to align onboarding strategies with broader commercial objectives, messaging, and field execution.
- Track record of collaborating cross-functionally across clinical, regulatory, medical, supply chain, and quality functions to ensure institutional readiness and compliance.
- Strong commercial acumen and execution mindset; able to translate strategic goals into actionable and measurable plans.
- Excellent communication, project management, and engagement skills, with the ability to influence across internal teams and external institutions.
- Leadership experience managing direct reports and/or cross-functional teams, with a demonstrated ability to build and develop high-performing teams.
- Thrives in fast-paced, evolving environments requiring agility, problem-solving, and prioritization under pressure.
The anticipated annual salary range for this job is based on prior experience in the role/industry, education, location, internal equity, and other job-related factors as permitted by law. For remote-based positions, this range may vary based on your local market. You will also be eligible to receive pre-IPO equity, in addition to medical, dental, and vision benefits, flexible PTO, 401(k) plan, life and accidental death and disability coverage, and parental leave benefits. Other perks include free daily lunches and snacks at our on-site locations.
Who we are
We are driven by a passion for science and compassion for patients. We act with urgency to ensure our treatments are one day accessible to all who need them.
We live by our core values of passion, courage, and integrity. Excellence in our work means the chance to unlock a better quality of life for our patients, and with that comes tremendous responsibility.
We innovate on a path that hasn’t been paved. We embrace an entrepreneurial spirit and take calculated risks to achieve our mission. We aren’t afraid to ask “why not” and challenge the status quo.
We maintain a start-up culture of camaraderie and leadership by example, regardless of title.
We’re proud to be an equal opportunity employer, and recognize that celebrating our differences creates stronger, lasting solutions that better serve our team, our patients and their healthcare providers.
Notice to staffing firms
Orca Bio does not accept resumes from staffing agencies with which we do not have a written agreement and specific engagement for a particular opening. Our employment activities, inquiries and offers are managed through our HR/Talent team, and all candidates are presented through this channel only. We do not accept unsolicited resumes, and we rarely outsource recruitment.
