Senior Integrated Marketing Manager, Pilot
Franchises
$135-183k
+ Equity
Bookkeeping services for startups
Be an early applicant
Bookkeeping services for startups
201-500 employees
Be an early applicant
$135-183k
+ 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
- 7+ years of B2B marketing experience, with demonstrated commercial accountability for campaign performance. You've carried a pipeline target, hit it, and can talk through the math
- Experience marketing to franchise, multi-location, or distributed operator audiences
- Track record of building and running integrated campaigns across multiple channels. You know how to make paid, content, events, and partnerships work as one play, not five disconnected ones
- Strong marketing operations chops. Marketo proficiency required: program structure, smart campaigns, tokens, lead scoring. You can configure your own programs and read your own funnel
- A portfolio of campaign ideas you can point to where you went first, including at least one that didn't work and what you learned
- Comfortable with audience psychology as a primary input to creative. You think about your buyer as a human with motivations, not a segment with attributes
- Strong commercial instincts. You think in pipeline math: traffic to MQL to SQL to Won, cost per stage, ASP, payback. You can build a forecast and you can defend it
- Direct, low-ego collaboration style. You partner cleanly with Sales, take feedback well, and give it directly
- Bonus points for: Experience with partner-led GTM motions, channel marketing, or co-selling with platform partners
What the job involves
- Franchise networks are one of the largest underserved opportunities in small business accounting
- A single franchisor can represent hundreds, sometimes thousands, of operators, each running a real business with real books, real tax filings, and real cash flow to manage
- We've already proven we can win in this segment
- Now we need a marketer who can scale it
- This role exists because franchises don't behave like other B2B audiences
- The volume tactics that work in startup or main street SMB don't translate
- Winning here means understanding the psychology of franchise owners and franchisors, building integrated campaigns that speak to that specific reality, and earning pipeline through ideas no one has tried before
- If you've spent your career running the standard B2B playbook, this isn't the role for you
- If you've ever sat with a niche audience and thought "what if we did the thing nobody else is willing to do," read on
- This role has two distinct motions, and you'll be accountable for both
- Net new franchise acquisition. Sign new franchise networks to Pilot. Build the integrated programs across paid, partnerships, events, content, and outbound that bring franchisor decision-makers into our pipeline. Own the number
- Adoption expansion within signed franchises. Once a franchise network signs, drive adoption across their franchisees. This is a different motion: smaller audiences, deeper personalization, longer relationships. You'll partner with our Sales and Customer teams to convert known franchisee universes into Pilot customers, network by network
- Own the franchise marketing pipeline number, end to end. Build the forecast, hit the forecast, defend the forecast
- Develop a deep working understanding of franchise economics, franchisor and franchisee psychology, and the unique accounting needs of multi-unit operators
- Design and run integrated campaigns that combine paid media, content, partnerships, events, lifecycle, and field marketing into coherent plays. Every channel earns its keep against the pipeline number
- Build expansion plays that activate franchisee bases inside signed networks. Think of this as a hybrid of demand generation and lifecycle marketing inside a closed audience
- Partner closely with Sales, Customer Success, and Product Marketing to align messaging, build co-sell motions with franchisors, and surface customer stories from real operators
- Own the marketing operations layer for franchise: program structure, attribution, funnel reporting, and the systems work that makes integrated campaigns measurable
- Make creative bets. We are not interested in generic B2B tactics. We are interested in ideas that work because you understand this audience better than anyone else. Some will work, some won't. Bring conviction and the math to back it up
- This is a high-conviction bet on a segment we believe can become a meaningful pillar of Pilot's growth. You'll have direct ownership of pipeline, real budget to deploy integrated bets, and the explicit mandate to try things no other accounting firm is doing. Your work will be visible to the executive team from day one
- The marketing team has grown from 3x in the past year. It’s a group of channel experts—growth marketing, lifecycle, product marketing, partner marketing, content, and ops—who operate with high ownership and drive a significant share of Pilot’s revenue. The team is collaborative, moves quickly, and takes its craft seriously
- We operate by values worth stating plainly: own your work, care more than expected, build things well, and fight for every opportunity. We invest in our people and take wins seriously
Our take
Back office operations such as bookkeeping can be an unwelcome distraction and expense for businesses. 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 CFO. This empowers small businesses and startups to make better budgeting and spending decisions without the need of an expensive finance department hire.
The company evidently excels in customer service, with the vast majority of its business driven by customer referrals and organic interest. Going forward, Pilot aims to become 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.
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
- Development opportunities & employee happiness initiatives
- 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
- 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
(Chair & 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
(CEO & 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.
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