Business Development Manager, Pilot
$127-183k
OTE
$63.5-91.5k
BASE
+ Eligible for equity
Bookkeeping services for startups
Be an early applicant
Bookkeeping services for startups
201-500 employees
Be an early applicant
$127-183k
OTE
$63.5-91.5k
BASE
+ Eligible for 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
- You’re a business development professional who enjoys meeting with and engaging with partners in the startup/tech ecosystem
- You’re a builder—you’re not afraid to roll up your sleeves and do what’s needed to make this referral motion work
- Have an existing deep network of relationships with law firms, banks, VC funds, etc
- Extremely results-oriented and are excited to have clear metrics goals
- Deeply experienced in finding partners and yielding real revenue results from them
- A community builder who can host events, network, moderate and be useful to people in a non-salesy way
What the job involves
- Pilot has significant traction with startups and technology companies. We deeply understand these customers and have built a product that startups know and love. These companies largely come to us through referrals from ecosystem partners, existing customers, and word-of-mouth
- However, there are still lots of startup companies out in the world that are not aware that we exist, and we’d like to do a better job reaching them. In particular, we’d like to reach them by nurturing stronger relationships with law firms, banks, venture capital firms, and other service providers who serve our same client base
- As the Business Development Manager, your responsibility is to build relationships with key ecosystem partners and execute on this strategy. This role reports directly to our Head of Partner Development who is a very active participant in building relationships and leveraging the tech/startup ecosystem network
- At the highest level, the objective is simple: get service providers to refer more prospective customers to Pilot. This will involve:
- Sourcing & securing new partnership relationships for Pilot
- Nurturing relationships with various service providers
- Hosting & sponsoring events with key partners
- Lead follow-up to convert these individuals into sales qualified leads
- Rigorously and quantitatively tracking the metrics around our partner relationships
- Inbound & outbound referrals and other high value relationship building activities
- Working with our operations team to make sure we surface referrals to partners, when it makes sense
- Working collaboratively with the Marketing and the GTM teams to execute on key initiatives in various tech markets along the West Coast
- This includes developing customized partnership collateral, planning partner events, and promoting events/webinars across various partner networks
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 7 more jobs at Pilot