Responsibilities

• Lifecycle pipeline. You own the programs that turn leads into SQLs through lifecycle—industry nurtures, referral programs, intent-based routing, and partnership channel conversion.
• Expansion revenue. Working with product usage signals and propensity model outputs, you'll identify expansion-ready accounts and activate lifecycle and account management plays for high-propensity tiers.
• Conversion efficiency. From trial activation and onboarding through early retention—activation rate and early churn are your metrics. You also own Lead → SQL conversion through lifecycle personalization and segmentation.
• Experimentation. Structured tests with documented hypotheses and results. Not just subject lines—program logic, timing, audience strategy, and channel mix.
• Champion AI and automation. Identify and use AI-powered tools to automatically detect friction points and hidden customer segments. Employ generative AI and dynamic content blocks to tailor messaging and educational assets per customer profile.
• Develop customer education strategies. In partnership with product, operations, and marketing teams to help prospects and customers fully realize the value of Pilot’s solutions.

Requirements

• 7+ years of experience in lifecycle marketing, customer marketing, or customer engagement roles, ideally within a B2B SaaS or high-growth environment
• Significant experience in Marketo. You build programs from scratch, not from templates
• A track record of owning pipeline or revenue metrics
• Proven track record of designing and executing successful lifecycle programs across multiple customer segments
• A structured approach to experimentation with clear hypotheses, meaningful tests, learnings that roll forward
• Skilled at analyzing customer data with the ability to translate cohort and funnel data into program decisions
• Hands-on experience collaborating with cross-functional stakeholders (product, engineering, customer success, sales)
• Working knowledge of Salesforce data models
• Solid deliverability and compliance fundamentals (SPF/DKIM, list hygiene, CAN-SPAM, CCPA)
• Comfortable navigating a fast-paced, startup environment

Preferred

• MAP certification (MCE or equivalent)
• B2B SaaS background, fintech or accounting-adjacent is a bonus

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 additional wellness benefits
• Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
• 401(k) plan