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The Role What You'll Own
Strategic accounts—growing businesses with significant revenue, institutional funding, or real operational complexity have been Pilot's bread and butter for years. The product fits. The sales motion works. This role takes what's working and builds the program behind it.
The dedicated ABM program for this segment has been laid out, but the rigor, the playbook, and the scale are what this role builds. You'll work closely with the Head of Strategic Marketing and sales leadership to make sure everything you build is pointed at the right accounts and moving the right deals. And alongside the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral-driven channel to the ABM programs you're building.
This is an individual contributor role with real pipeline ownership. You're not supporting someone else's programs. You're building your own.
This is a hybrid role requiring presence in our San Francisco or Nashville office on Mondays, Tuesdays, and Thursdays.
- 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.
- 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.
You've run ABM programs before and have pipeline results to show for it. You're comfortable in an environment where the playbook isn't finished yet. You know how to map a buying committee efficiently, build a targeting strategy, and design campaigns that move multi-stakeholder deals rather than just generate impressions. You get things done through collaboration, not headcount.
More specifically:
- 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.
Nice to have: experience marketing to complex financial buyers; familiarity with bookkeeping, tax, or CFO services; experience in financial services or fintech.
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 $127,000 - $215,000 in most remote locations, and between $159,000 - $215,000 in San Francisco, CA and New York City, NY. 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.
Pilot.com San Francisco, California, USA Office
353 Sacramento Street Suite 1900, San Francisco, CA, United States, 94111
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
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- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
