Responsibilities

• 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 Franchise Industry Strategy
• Develop and execute Pilot's franchise industry marketing strategy.
• Build deep expertise in franchise business models, financial operations, unit economics, and industry trends.
• Identify growth opportunities across franchise segments, including multi-unit operators, franchisees, franchisors, and emerging brands.
• Monitor competitive activity and industry developments to inform positioning and campaigns.
• Build Industry-Specific Messaging
• Develop franchise-focused value propositions, messaging frameworks, and content that clearly articulate Pilot's differentiation.
• Translate accounting, bookkeeping, tax, and CFO services into outcomes that matter to franchise operators, including profitability, cash flow visibility, expansion readiness, and multi-location reporting.
• Partner with Product Marketing to create verticalized sales and marketing assets.
• Drive Demand Generation & Growth
• Design and execute 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.
• Create industry-specific nurture programs and conversion strategies across the customer lifecycle.
• Partner with Sales to improve engagement and pipeline generation within the franchise segment.
• Create Thought Leadership
• Develop content including webinars, research reports, customer stories, playbooks, blog posts, and executive presentations.
• Establish Pilot as a trusted voice in franchise finance and operations.
• Work with subject matter experts and Pilot's CFO Services team to produce educational content for franchise operators
• Identify speaking opportunities at franchise conferences, industry events, and association programs.