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Demand Generation Lead, SMB

San Francisco, CA

The Role:

 
As Pilot's Growth Marketing Lead, SMB, you will play a pivotal role in accelerating our revenue growth to help us scale to $100M in annual revenue. Your charter will be to lead the creation and implementation of growth programs and strategies that will grow and accelerate qualified pipeline and closed revenue in the Growing Small Business vertical (our largest vertical).
 
We are looking for a non-traditional marketer - someone who might not come from a typical marketing background, but has a sharp strategic mind, a data-driven approach, and a wildly creative streak.  You might have been a previous startup founder, a management consultant, or just wrapped up your MBA.  What matters most is that you know how to identify growth levers, think in systems, and executive innovate and creative strategies for SMBs that drive results.  
 
You will own end-to-end demand generation for SMBs - from strategy to execution - with the freedom to break playbooks, test bold ideas, and build scalable programs that fuel pipeline and revenue growth.  This is not a “keep the lights on” role.  This is a “redefine how we grow” role.
 
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:
  • You have a non-traditional background (former founder, ex-consultant, MBA, or similar) and bring cross-functional experience that helps you think differently.
  • Exceptionally smart, analytical, and curious - you love solving complex problems with creative solutions.
  • You think like a builder: you love spotting a low-friction path to conversion and crafting buyer journeys that don’t rely on sales
  • Deeply data-driven - comfortable with marketing analytics, performance metrics, etc.
  • A big thinker who can zoom out to strategy and zoom in to execution without missing a beat
  • Comfortable with ambiguity and fast-moving environments - you don’t wait for a roadmap, you help build it
  • You understand (and enjoy) both the art and science of growth
  • Exceptional communicator and collaborator, with a bias towards action and experimentation.
  • Previous experience in early-stage or high-growth startup environments is a plus
  • Knowledge or 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. 
  • Working knowledge of our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, and Google Analytics. 
 
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 $159,000 - $215,000 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, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.

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