Pilot.com

Lead demand generation strategy and pipeline growth for distinct B2B segments through partner-led programs. | Requires 10+ years B2B marketing leadership with demand generation, partner marketing, and team management experience. | The Role Most marketing leaders inherit a playbook. This one gets to write and scale it. The motion is enterprise B2B—longer cycles, multiple stakeholders, relationships that close deals. Pilot has that motion working. Your job is to point it at 2 distinct segments and build everything behind it. The segments are distinct: • Franchisors are corporate buyers whose vendor decisions cascade across entire franchise systems—win one, and you've won dozens of locations. • And Mid-market accounting firms adopting Pilot as the platform they run their clients' books on, at scale. We’re building a partner-led growth model that scales through relationships rather than ad spend. This role is about extending that model across new segments in a way that drives consistent, measurable pipeline. This role is ideal for a senior marketing leader who has built and scaled demand programs in complex B2B environments and is ready to take on broader ownership. You’re equal parts strategist and experimenter—excited to unlock new growth channels, test bold ideas, and deepen a partner ecosystem as a meaningful driver of acquisition. You'll report to the VP of Marketing and manage a direct report: a Partner Marketing and Events Lead. You'll also work with a shared team of senior specialists across lifecycle marketing, marketing operations, product marketing, and content—giving you the support to build full-funnel programs without building a large team from scratch. This is a hybrid role requiring presence in our San Francisco office on Mondays, Tuesdays, and Thursdays. What You’ll Own • Segment strategy. Each segment requires a distinct motion—but they share the same enterprise foundation. You’ll define how we approach each and make that strategy actionable. • Pipeline. You’re accountable for what these segments produce. In close partnership with sales, you’ll align on account prioritization and build programs that move the right prospects from first impression to signed contract. • Partner pipeline. You’ll build on and scale our partner-led motion—working with our Partner Marketing and Events Lead to turn relationships into a consistent source of pipeline through referral programs, co-marketing, and field engagement. • Messaging. You’ll shape how Pilot speaks to each of these audiences—externally and in the materials our sales team uses every day. What Success Looks Like in Year 1 • A clear, defensible go-to-market strategy across all three segments • Repeatable demand and partner programs in market • Growing, measurable pipeline contribution • A team aligned around a clear roadmap and direction for year 2 About You You’ve marketed to complex B2B buyers before—multi-stakeholder, longer sales cycles, relationships that matter. You understand the difference between selling to a partner and selling through one, and you’re comfortable building programs that support both. You’re ready to take on broader ownership across segments, pipeline, and strategy—and operate through a team to make it happen. More specifically: • 10+ years of B2B marketing experience, including time in enterprise or multi-stakeholder sales environments • Experience managing and developing direct reports • Strong foundation in demand generation and/or account-based marketing (ABM), including pipeline ownership and conversion metrics • Experience partnering closely with sales leadership on account prioritization and pipeline goals • Exposure to partner or channel marketing (direct ownership or close collaboration) • Writes and communicates clearly • Ideally, previous experience marketing to franchisors or accounting firms. About Pilot Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business. Pilot has over 3,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock. Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene. Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn. Why Pilot? • We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers • The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox). • Flexible vacation/time-off policy • All federal holidays are observed • Competitive benefits package including additional wellness benefits • Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks • 401(k) plan The base pay range target for the role seniority described in this job description is $215,000 - $235,000 in San Francisco, CA. Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data. In addition to cash pay, full-time regular positions are eligible for equity, 401(k), health benefits, and other benefits; some of these benefits may be available for part-time or temporary positions. Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices here, including our EEO policy, information about requesting a reasonable accommodation in the job application process, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.

Develop and execute demand generation strategies, collaborate with sales and product teams, plan omni-channel campaigns, and manage lead generation and nurture programs to drive revenue growth. | 7+ years of experience with 5+ years in demand generation at a high-growth B2B company, expertise in marketing technologies, data-driven campaign management, and strong communication and collaboration skills. | The Role: As Pilot's (Sr.) Demand Generation Manager, you will play a pivotal role in accelerating our revenue growth. Your charter will be to lead the creation and implementation of marketing programs and strategies that will grow and accelerate qualified pipeline and closed revenue in the Growing Small Business vertical. This position requires a strategic, hands-on executor who can drive both self-serve customers and sales-led deals—whatever it takes to hit our targets. We're scaling to $100M in annual revenue. You'll lead that effort in our largest vertical, building the systems and strategies that get us there. This is a hybrid position with the expectation to work in the San Francisco or Nashville office on Monday, Tuesday, and Thursday. Key Responsibilities: • Demand Generation Strategy Development: • Develop and execute on a comprehensive demand generation strategy in the Growing SMB Vertical that supports our growth goals. • Ensure the strategy aligns with company goals, integrating with product priorities, sales initiatives, and marketing objectives. • Cross-functional Collaboration: • Work closely with sales teams to understand their objectives, challenges, and feedback. • Align strategies and campaigns with sales goals to support lead and pipeline generation. • Facilitate sales and marketing alignment making sure were getting insights, sharing campaign performance, and adjusting tactics with feedback from sales. • Work with sales and product teams to develop messaging, positioning, and outreach tactics that engage prospects and accelerate pipeline generation. • Campaign Planning and Execution: • Plan and implement omni-channel campaigns across web, SEO, email, social, content, outbound, and events. Forecast, track and report on campaign performance. • Run experiments in new channels and test campaign variables that will optimize performance. • Content Development to Support Demand Generation: • Collaborate cross-functionally to create compelling content that resonates with the target audience and drives lead generation. • Utilize content across channels to engage prospects and nurture leads throughout the sales funnel. • Lead Generation and Nurture: • Build omni-channel lead generation programs. • Oversee the lead lifecycle from lead creation through sales handoff, including lead gen, timely sales follow up, defining MQLs, building nurture programs that engage prospects. • Create repeatable, scalable, always-on nurture programs that drive SQLs, meetings, and pipeline. About You: • Have 7+ years of working experience with 5+ years hands-on experience in Demand Generation at an high-growth, high-velocity, B2B company, with exposure to selling into small businesses. • T-shaped marketer with experience spanning across paid ads, outbound, content marketing, webinars, field events, social media, etc. and how to package these into campaigns to drive leads and sales opportunities. • Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting. • Working knowledge of our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, and Google Analytics. • Proven ability to thrive in a fast-paced startup environment, managing multiple projects and priorities simultaneously. • Expert communicator and collaborator. Experience in working with multiple stakeholders to drive a project or program to success Join us at Pilot and help build a marketing machine that drives sustainable and scalable revenue growth. Your expertise and dedication will be key in shaping our entire GTM function and contributing to Pilot’s overall success. About Pilot Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business. Pilot has over 2,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock. Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene. Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn. Why Pilot? • We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers • The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox) • Flexible vacation/time-off policy • All federal holidays are observed • Competitive benefits package including wellness benefits • Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks • 401(k) plan The base pay range target for the role seniority described in this job description is $127,000 - $172,000 in Nashville, TN. Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data. In addition to cash pay, full-time regular positions are eligible for equity, 401(k), health benefits, and other benefits; some of these benefits may be available for part-time or temporary positions. Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices here, including our EEO policy, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.