GTM & Growth Manager, Pilot
$129-175k
+ Equity
Bookkeeping services for startups
Open for applications
Bookkeeping services for startups
201-500 employees
Open for applications
$129-175k
+ Equity
201-500 employees
Company mission
To help small businesses and startups to achieve their commercial goals by taking care of the CFO services, tax preparation and bookkeeping.
Role
Who you are
- 2+ years of progressive finance and strategy experience
- Preferable past experience includes a combination of finance & BD/sales-enablement roles (example: equity research, sales & trading, investment banking, corporate finance, venture capital, private wealth management, strategic growth strategy, FP&A, etc.)
- Passionate about understanding in detail: (1) how Pilot CFO Services works and (2) startups' strategic finance needs (cash burn management, forecasting, KPI, investor materials preparation, growth strategies etc.)
- Ability to quickly build trust with team members, cross-functional groups and entrepreneurs
- Excellent communication and interpersonal skills, presentation skills, and high attention to detail
- Creative thinker and strong writer (this is important) to contribute to marketing projects
- Ability to understand complex business requirements and craft tailored solutions
- Ability to quickly learn and explain financial concepts to Pilot’s potential customers
- Strong critical thinking skills, including ability to identify suboptimal internal processes
- Ability to operate independently in a highly ambiguous and fast-paced environment
- Organized and process-driven. You are able to manage highly interdependent, complex projects and keep various work streams on track. You excel at building frameworks, playbooks, and processes for other teams to be more effective
- Design/branding experience not required, but a nice plus!
What the job involves
- This is a high visibility role within the CFO Services team where you will partner directly with the Head of GTM to drive CFO opportunities (with startup founders!) through both creative and analytical strategic projects
- Collaborate with cross functional teams (Sales, CFO, Marketing, Partnerships & Operations) on strategic projects that improve and scale our GTM, scoping process, and team operations. Examples:
- Improve & develop foundational content (e.g., sales decks and other collateral) by partnering closely with Sales, CFO Services, Product, & Marketing teams on creating the materials
- Help inform Pilot’s pricing and packaging strategy based on what resonates with customers during the sales conversations
- Craft targeted marketing campaigns about technical subjects that will help founders including: VC market trends, tips for fundraising, financial modeling best practices, etc. to drive awareness of the Pilot CFO brand & create CFO opportunities
- Support the Head of GTM throughout the sales process by crafting tailored project plans for founders
- Help design a content strategy to engage with existing CFO clients in a targeted and consistent way that drives customer happiness & strengthens the CFO Services brand (Example: Industry or stage-specific resources, check-ins from Principals)
- Create CFO-branded content with the help of the CFO team to highlight client case studies across industries (tech, healthcare, consumer goods & retail, finance, manufacturing) which may cover topics including: fundraising, cash management, budgeting & forecasting, pricing analysis, & other strategic projects
- Identify key insights from recent client calls & sales processes to identify common trends & emerging opportunities in the marketplace for CFO Services to tap into
- Create dashboards to better track & understand the health of our GTM strategy and identify areas for improvement
Our take
Back office operations such as bookkeeping are an unwelcome distraction and expense for businesses, but they don't have to be. Pilot is the largest provider of back office services for startups and small businesses in the US, aiming to take care of a company's back office so they can focus on their core activities.
Founded in 2016. Pilot has attracted an impressive range of customers including Bolt, r2c and Pathrise. The company's proposition is more than just bookkeeping software, providing services that would ordinarily be provided by a fractional chief financial officer. This empowers small businesses and startups to make better budgeting and spending decisions without the need of an expensive finance department hire.
The company's commitment to providing the best customer experience is a particular strength. Over 80% of the company’s business is driven by customer referrals and organic interest. It has also established a number of strategic partnerships with companies such as American Express, bill.com, Stripe and SVB, allowing it to offer a great deal of flexibility in supporting its customers whatever payment methods they use.
Going forward Pilot aims to be to startups and medium-sized firms what AWS is to cloud computing - a comprehensive, easily scalable solution that prevents the need to reinvent a necessary but non-core function from scratch. With rapid revenue growth and significant financial backing from investors, it is well poised to achieve this.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-4% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Mar 2021
$40m
SERIES C
Jan 2021
$60m
SERIES C
Total funding: $158.3m
Company benefits
- 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, Headscape, One Medical, Aaptiv and Rightway
- Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
- 401(k) plan
Company HQ
Financial District, San Francisco, CA
Leadership
Waseem Daher
(Co-Founder)They studied at MIT before founding Ksplice, where they spent 3 years as COO, and working at Oracle and Dropbox. Having founded Zulip in August 2012, they co-founded Pilot in January 2017.
Jessica McKellar
(CTO & Co-Founder)Previously, they were the founder and the VP of Engineering for a real-time collaboration startup acquired by Dropbox, where they then served as a Director of Engineering.
Jeff Arnold
(COO & Co-Founder)Formerly the Senior Director of Software Development at Oracle and Head of Product at Dropbox.
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