Pilot.com
Pick a job to read the details
Tap any role on the left — its description and apply link will open here.
About Pilot
About the Role
What You’ll Do
- Understand how franchise systems buy (corporate vs franchisee vs both)
- Identify high-potential segments (e.g., QSR, fitness, home services, multi-unit operators)
- Test different entry points (top-down via franchisor vs bottom-up via operators)
- Launch scrappy tests across channels (events, outbound support, partnerships, content, paid)
- Try different GTM motions (corporate deals, multi-location bundles, pilot programs)
- Use results to determine what scales
- Talk directly to franchise owners, operators, and corporate teams
- Understand operational pain points (unit economics, reporting, cash flow, multi-entity complexity)
- Translate insights into messaging and acquisition strategies
- Build landing pages, write emails, run outreach, and launch campaigns yourself
- Stand up webinars or events tailored to franchise operators
- Move quickly with minimal process or support
- Be accountable for generating qualified opportunities and contributing to revenue
- Partner closely with Sales to refine positioning and improve conversion
- Focus on what drives deals across different buyer types
- Identify and engage franchise ecosystems (POS systems, franchise consultants, associations)
- Run co-marketing or co-selling experiments
- Help Pilot become relevant within franchise networks
What We’re Looking For
- You’re early in your career but have strong business judgment
- You’ve taken ownership of something ambiguous before
- You’re excited to do the work yourself—not just design strategy
- You’re comfortable navigating messy, multi-stakeholder environments
- 2–5 years of experience in consulting, banking, startups, GTM roles, or similar
- MBA or equivalent experience is a plus, not required
- Exposure to SMBs, multi-location businesses, or operations-heavy industries is helpful
- High ownership: you take responsibility for outcomes, not just tasks
- Scrappy: you find ways to get things done with limited resources
- Analytical: you use data to guide decisions and prioritize
- Clear communicator: you can tailor messaging to different audiences (operators vs HQ)
Why This Role
- You’ll own a new growth channel with real revenue impact
- You’ll work across Sales, Partnerships, and Product
- You’ll gain exposure to complex GTM problems (multi-entity buyers, channel strategy)
- You’ll help define how Pilot wins in a large, underpenetrated market
What Success Looks Like (First 6–12 Months)
- Clear signal on whether top-down (franchisor) or bottom-up (operator) motion works best
- 2–3 channels consistently generating qualified pipeline
- Early wins with franchise groups or multi-unit operators
- Initial repeatable plays for acquiring and expanding within franchise systems
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 $133,000 - $179,000 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
About Pilot
About the Role
What You’ll Do
- Identify how accounting firms discover, evaluate, and adopt solutions like Pilot
- Run fast, scrappy experiments across channels (events, outbound support, partnerships, content, paid)
- Use results—not opinions—to decide where to double down
- Talk directly to accounting firms to understand their needs, objections, and workflows
- Turn insights into better messaging, targeting, and acquisition strategies
- Write emails, build landing pages, set up campaigns, and run events yourself
- Launch quickly with minimal process or support
- Iterate constantly based on performance
- Be accountable for generating qualified opportunities and contributing to revenue
- Work closely with Sales to improve conversion and close feedback loops
- Identify and engage potential partners (platforms, communities, firm networks)
- Run co-marketing or co-selling experiments
- Help turn early traction into repeatable plays
What We’re Looking For
- You’re early in your career but have strong business judgment
- You’ve taken ownership of something ambiguous before (at work, school, or side projects)
- You’re excited to do the work yourself—not just design strategy
- You move quickly and are comfortable figuring things out as you go
- 2–5 years of experience in consulting, banking, startups, GTM roles, or similar
- MBA or equivalent experience is a plus, not required
- Exposure to B2B, fintech, or professional services is helpful
- High ownership: you take responsibility for outcomes, not just tasks
- Scrappy: you find ways to get things done with limited resources
- Analytical: you use data to guide decisions and prioritize
- Clear communicator: you can write and speak effectively with a professional audience
Why This Role
- You’ll own a real growth problem with revenue impact, not just a slice of a funnel
- You’ll get exposure to Sales, Partnerships, Product, and Marketing
- You’ll build skills across strategy + execution, early in your career
- You’ll help define a new growth channel at Pilot
What Success Looks Like (First 6–12 Months)
- Identified 2–3 channels that generate qualified pipeline
- Launched and iterated on multiple acquisition experiments
- Built early traction with accounting firms and/or partners
- Established initial repeatable plays for the segment
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 $133,000 - $179,000 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
The Role
We’re hiring a Revenue Operations Analyst to help scale and optimize Pilot’s revenue engine.
This role sits at the center of Marketing, Sales, Partnerships, and Customer Success — transforming go-to-market data into insights that drive growth decisions. You won’t just report on performance — you’ll help shape how budget is allocated, refine ideal customer profiles, improve conversion rates, and increase efficiency across the funnel.
You’ll own core revenue analytics and partner closely with cross-functional leaders to diagnose bottlenecks, uncover opportunities, and influence strategy. From pipeline health and CAC efficiency to churn drivers and expansion trends, your work will directly impact how the business grows.
If you’re excited about building reporting infrastructure, uncovering patterns in complex datasets, and turning insights into action, this is a high-visibility role with meaningful business impact.
What You'll Own
GTM & Revenue Analytics
- Maintain and optimize core revenue funnel reporting across channels and segments
- Build and maintain dashboards in Salesforce and BI tools (e.g., Looker or similar)
- Develop GTM efficiency reporting (CAC, payback, win rates, sales cycle)
- Conduct recurring analyses on pipeline health, funnel performance, and win/loss trends
- Analyze segment-level profitability and performance
- Evaluate pricing and discount impact on win rate and lifetime value
- Support ICP refinement with data-backed insights
- Build and measure campaign performance across channels by first-touch, last-touch, and multi-touch attribution
- Measure campaign ROI and blended CAC by channel
- Deliver ongoing ad hoc strategic analyses
Retention, Expansion & Churn
- Support expansion pipeline reporting and upsell insights
- Conduct churn analysis by segment, timing, and drivers
- Identify churn signals and contribute to risk scoring models
- Run cohort-based retention analysis
Financial & Efficiency Insights
- Analyze operating expense performance vs. budget
- Support LTV/CAC modeling and forecasting
- Assist with commission and incentive analysis as needed
Qualifications
Required
- 2-3+ years of experience in RevOps, SalesOps, Marketing Analytics, Data Analytics, or Business Intelligence roles
- Experience working with Salesforce, Marketo, Clay, and BI tools such as Looker (or similar)
- Strong proficiency in Excel / Google Sheets
- Experience partnering cross-functionally with Marketing, Sales, Data, Finance, and Customer Success
- Strong analytical rigor with the ability to translate data into clear, actionable business insights
Nice to Have
- Experience writing SQL queries
- Experience building or refining attribution models
- Familiarity with product-led growth or hybrid sales motions
- Exposure to forecasting, commission modeling, or revenue planning
Who You Are
- Highly analytical and structured in your thinking
- Comfortable working with ambiguous or messy datasets
- Curious and proactive in investigating metric shifts
- Able to balance depth with speed
- Strong communicator who can translate insights for non-technical stakeholders
- Interested in how revenue systems work end-to-end
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 $129,000 - $175,000 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