Lead the demand generation strategy for SMB vertical, executing marketing programs to grow qualified pipeline and revenue, collaborating with sales and creating engaging content.
The Role:
As Pilot's (Sr.) Demand Generation Manager, you will play a pivotal role in accelerating our revenue growth. Your charter will be to lead the creation and implementation of marketing programs and strategies that will grow and accelerate qualified pipeline and closed revenue in the Growing Small Business vertical.
This position requires a strategic, hands-on executor who can drive both self-serve customers and sales-led deals—whatever it takes to hit our targets. We're scaling to $100M in annual revenue. You'll lead that effort in our largest vertical, building the systems and strategies that get us there.
This is a hybrid position with the expectation to work in the San Francisco or Nashville office on Monday, Tuesday, and Thursday.
Key Responsibilities:
- Demand Generation Strategy Development:
- Develop and execute on a comprehensive demand generation strategy in the Growing SMB Vertical that supports our growth goals.
- Ensure the strategy aligns with company goals, integrating with product priorities, sales initiatives, and marketing objectives.
- Cross-functional Collaboration:
- Work closely with sales teams to understand their objectives, challenges, and feedback.
- Align strategies and campaigns with sales goals to support lead and pipeline generation.
- Facilitate sales and marketing alignment making sure were getting insights, sharing campaign performance, and adjusting tactics with feedback from sales.
- Work with sales and product teams to develop messaging, positioning, and outreach tactics that engage prospects and accelerate pipeline generation.
- Campaign Planning and Execution:
- Plan and implement omni-channel campaigns across web, SEO, email, social, content, outbound, and events. Forecast, track and report on campaign performance.
- Run experiments in new channels and test campaign variables that will optimize performance.
- Content Development to Support Demand Generation:
- Collaborate cross-functionally to create compelling content that resonates with the target audience and drives lead generation.
- Utilize content across channels to engage prospects and nurture leads throughout the sales funnel.
- Lead Generation and Nurture:
- Build omni-channel lead generation programs.
- Oversee the lead lifecycle from lead creation through sales handoff, including lead gen, timely sales follow up, defining MQLs, building nurture programs that engage prospects.
- Create repeatable, scalable, always-on nurture programs that drive SQLs, meetings, and pipeline.
About You:
- Have 7+ years of working experience with 5+ years hands-on experience in Demand Generation at an high-growth, high-velocity, B2B company, with exposure to selling into small businesses.
- T-shaped marketer with experience spanning across paid ads, outbound, content marketing, webinars, field events, social media, etc. and how to package these into campaigns to drive leads and sales opportunities.
- Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
- Working knowledge of our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure, and Google Analytics.
- Proven ability 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
Join us at Pilot and help build a marketing machine that drives sustainable and scalable revenue growth. Your expertise and dedication will be key in shaping our entire GTM function and contributing to Pilot’s overall success.
About Pilot
Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business.
Pilot has over 2,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock. Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene. Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn.
Why Pilot?
- 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
- Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
- 401(k) plan
The base pay range target for the role seniority described in this job description is $127,000 - $193,000 in most remote locations, and between $159,000 - $215,000 in San Francisco, CA and New York City, NY. Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data. In addition to cash pay, full-time regular positions are eligible for equity, 401(k), health benefits, and other benefits; some of these benefits may be available for part-time or temporary positions.
Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices here, including our EEO policy, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.
Top Skills
Bizible/Marketo Measure
Google Analytics
Marketo
SFDC
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