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 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.

Requirements

• 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.

Preferred

• Bonus points for: Experience with partner-led GTM motions, channel marketing, or co-selling with platform partners.

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