SMB Growth Business Development Manager

Pilot has built a strong reputation with startups and technology companies, but there’s an even larger opportunity ahead by serving the millions of small and medium-sized businesses (SMBs) across the U.S. that could benefit from better financial clarity and world-class bookkeeping, tax, and CFO services.

We’re looking for a Business Development Manager to help us expand our presence in the SMB market. You’ll focus on generating sales qualified leads (SQLs) by building referral networks, hosting & co-hosting events, identifying high-potential local and digital channels, and creating opportunities to connect directly with SMB owners and operators.

You’ll play a key role in helping Pilot reach more business owners through partnerships with accountants, banks, associations, and local business groups. You’ll also host and co-host events, webinars, and explore creative ways to reach SMB decision-makers.

This role reports to the Head of Partner Development and works closely with our Sales and Marketing teams to design and execute growth strategies.

This role is based in the San Francisco Bay Area and is ideal for someone who enjoys being active in local business communities and connecting with SMB owners face-to-face.

Your primary goal is to generate high-quality leads for our Account Executive team by cultivating relationships and channels that reach SMB owners.

You will:

• Source and secure new partnership opportunities with banks, payroll providers, local chambers of commerce, business associations, and SMB focused software companies.
• Nurture existing relationships to drive consistent referral activity and shared value.
• Host and co-host events, both virtual and in-person, to engage SMB communities and increase awareness of Pilot’s services.
• Identify new outreach channels (events, associations, communities, or digital groups) that connect with SMB owners.
• Follow up on event-generated leads to qualify prospects and ensure a smooth handoff to Account Executives.
• Track and report on partnership performance, referrals, and lead generation metrics to improve strategy over time.
• Collaborate with Marketing to develop campaigns, collateral, and co-branded events that support local and national SMB growth.
• Work cross-functionally with the GTM and Operations teams to deliver value to key partners.

You’re a relationship builder and creative problem-solver who knows how to turn connections into opportunities. You enjoy helping business owners discover solutions that make their lives easier, and you thrive in environments that value experimentation, measurement, and growth.

You likely have:

• 4+ years of experience in business development, partnerships, or channel sales, ideally selling or marketing to SMBs.
• A proven track record of generating leads or revenue through referral, partner, or event-based channels.
• Strong relationship-building skills and confidence connecting with business owners, local organizations, and industry groups.
• Experience hosting in-person events, attending expos, or partnering with local associations.
• A data-driven mindset with a focus on achieving measurable results.
• A builder mentality: scrappy, curious, and eager to test new ideas.

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.

• 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 such as Modern Health, Headspace, One Medical, Aaptiv and Rightway
• Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
• 401(k) plan

The on-target earnings (OTE) range target for the role seniority described in this job description is between $127,000 - $163,000 in San Francisco, CA (base pay is 50% of OTE). 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.