Own ABM strategy, multi-channel programs, and playbook refinement.
Must-have: 8+ years in B2B marketing with ABM/demand gen and pipeline ownership.
Standout: Experience partnering with sales and channel partners to source and convert pipeline.

Job Description

Responsibilities

ABM strategy and programs. You'll define the account-based approach for this segment—target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
Partner-sourced pipeline. Working closely with the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads for strategic accounts, coordinating on referral programs and ensuring partner-generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
Campaign execution. Working with shared specialists across lifecycle, paid media, content, and marketing ops, you'll design and run full-funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.

Requirements

8+ years of B2B marketing experience, with at least 4 years in demand generation or ABM roles.
Proven track record owning pipeline metrics, not just campaign metrics.
Experienced working closely with sales on account prioritization and pipeline goals.
Comfortable working across a partner ecosystem to source and develop leads. You understand how referral-driven pipeline works and how to build programs that support it.
Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
Hands-on with the demand gen tech stack; you can build the program and run our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
Able to thrive in a fast-paced startup environment, managing multiple projects and priorities simultaneously.
Expert communicator and collaborator. Experience in working with multiple stakeholders to drive a project or program to success.

Preferred

Nice to have: experience marketing to complex financial buyers; familiarity with bookkeeping, tax, or CFO services; experience in financial services or fintech.

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

Pilot.com

3.4 Glassdoor

Pilot provides the most reliable accounting, CFO, and tax services for startups and small businesses. We partner with thousands of companies to help them grow sustainably and operate more effectively.

Founded in 2016

San Francisco, California, USA

418 employees (21 in marketing)

tinyurl.com/2tb6xnup

63% recommend to a friend

69% CEO approval

Traffic Signals

Monthly Visitors

49.2M

Monthly Google Ads Budget

$858.2K

Traffic Source Mix

42.1%

Direct

48.1%

Referral

6.9%

Social

2.7%

Paid

0.3%

Headcount Trend

Current headcount: ~422

Marketing Team

Marketing Team Size

17 (4% of company)

Median Career Experience

12.5 years

Median Tenure

1.7 years

Marketing Roles Posted (Last 30 Days)

People

Marketing Leadership

Maebellyne Ventura

VP, Marketing

At the company for 1 year 10 months

Chris Davis

Sr. Demand Generation Manager, SMB

At the company for 9 months

Regina W.

Marketing Program Manager

At the company for 11 months

Diana Nicholas

Partner Marketing and Event Lead

At the company for 1 year

Funding

Total Funding

$172.1M

Last Raise

$110.5M

Series Unknown, 4 years ago

Funding History

Jan 2022
Series Unknown
Jun 2021
Secondary Market
Jan 2021
Series C • $110.5M

Recent News

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Responsibilities

ABM strategy and programs. You'll define the account-based approach for this segment—target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
Partner-sourced pipeline. Working closely with the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads for strategic accounts, coordinating on referral programs and ensuring partner-generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
Campaign execution. Working with shared specialists across lifecycle, paid media, content, and marketing ops, you'll design and run full-funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.

Requirements

8+ years of B2B marketing experience, with at least 4 years in demand generation or ABM roles.
Proven track record owning pipeline metrics, not just campaign metrics.
Experienced working closely with sales on account prioritization and pipeline goals.
Comfortable working across a partner ecosystem to source and develop leads. You understand how referral-driven pipeline works and how to build programs that support it.
Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
Hands-on with the demand gen tech stack; you can build the program and run our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
Able to thrive in a fast-paced startup environment, managing multiple projects and priorities simultaneously.
Expert communicator and collaborator. Experience in working with multiple stakeholders to drive a project or program to success.

Preferred

Nice to have: experience marketing to complex financial buyers; familiarity with bookkeeping, tax, or CFO services; experience in financial services or fintech.

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