Pilot.com
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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
- 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.
Ready to apply?
Apply to Pilot.com
Sr. Demand Generation Manager, Strategic Accounts
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The Role
What You'll Own
- ABM strategy and programs. You'll define the account-based approach for this segment—target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
- Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
- Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
- Partner-sourced pipeline. Working closely with the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads for strategic accounts, coordinating on referral programs and ensuring partner-generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
- Campaign execution. Working with shared specialists across lifecycle, paid media, content, and marketing ops, you'll design and run full-funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.
What Success Looks Like in Year 1
- A clear ABM strategy for strategic accounts.
- Targeted programs running against priority accounts.
- Partner-sourced leads flowing into the pipeline alongside ABM-generated opportunities.
- Growing, measurable pipeline contribution from the segment.
- A tight, trusted working relationship with sales.
About You
- 8+ years of B2B marketing experience, with at least 4 years in demand generation or ABM roles.
- Proven track record owning pipeline metrics, not just campaign metrics.
- Experienced working closely with sales on account prioritization and pipeline goals.
- Comfortable working across a partner ecosystem to source and develop leads. You understand how referral-driven pipeline works and how to build programs that support it.
- Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
- Hands-on with the demand gen tech stack; you can build the program and run our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
- Able 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.
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
Ready to apply?
Apply to Pilot.com
Sr. Demand Generation Manager, Strategic Accounts
Share this job
The Role
What You'll Own
- ABM strategy and programs. You'll define the account-based approach for this segment—target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
- Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
- Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
- Partner-sourced pipeline. Working closely with the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads for strategic accounts, coordinating on referral programs and ensuring partner-generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
- Campaign execution. Working with shared specialists across lifecycle, paid media, content, and marketing ops, you'll design and run full-funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.
What Success Looks Like in Year 1
- A clear ABM strategy for strategic accounts.
- Targeted programs running against priority accounts.
- Partner-sourced leads flowing into the pipeline alongside ABM-generated opportunities.
- Growing, measurable pipeline contribution from the segment.
- A tight, trusted working relationship with sales.
About You
- 8+ years of B2B marketing experience, with at least 4 years in demand generation or ABM roles.
- Proven track record owning pipeline metrics, not just campaign metrics.
- Experienced working closely with sales on account prioritization and pipeline goals.
- Comfortable working across a partner ecosystem to source and develop leads. You understand how referral-driven pipeline works and how to build programs that support it.
- Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
- Hands-on with the demand gen tech stack; you can build the program and run our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
- Able 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.
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
Ready to apply?
Apply to Pilot.com