Sr. Demand Generation Manager, Strategic Accounts
Pilot.com, Nashville, TN, United States
The Role
Strategic accounts—growing businesses with significant revenue, institutional funding, or real operational complexity have been Pilot's bread and butter for years. The product fits. The sales motion works. This role takes what's working and builds the program behind it.
The dedicated ABM program for this segment has been laid out, but the rigor, the playbook, and the scale are what this role builds. You'll work closely with the Head of Strategic Marketing and sales leadership to ensure everything you build is pointed at the right accounts and moves the right deals. Alongside the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral‑driven channel to the ABM programs you're building.
This is an individual contributor role with real pipeline ownership. You are building your own programs, not supporting someone else's.
This is a hybrid role requiring presence in our San Francisco or Nashville office on Mondays, Tuesdays, and Thursdays.
What You'll Own
ABM strategy and programs. 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. Test, learn, and build the playbook as you go.
Pipeline contribution. Accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. Understand what the numbers are telling you and adjust when needed.
Sales alignment. Participate in pipeline reviews, contribute to account plans, and ensure marketing programs are coordinated with sales focus—one unified motion, not two separate ones.
Partner‑sourced pipeline. Work with the Partner Marketing and Events Lead to turn partner relationships into a source of qualified leads for strategic accounts, coordinate referral programs, and ensure partner‑generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
Campaign execution. Design and run full‑funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.
What Success Looks Like in Year 1
A clear ABM strategy for strategic accounts.
Targeted programs running against priority accounts.
Partner‑sourced leads flowing into the pipeline alongside ABM‑generated opportunities.
Growing, measurable pipeline contribution from the segment.
A tight, trusted working relationship with sales.
About You You've run ABM programs before and have pipeline results to show for it. You're comfortable in an environment where the playbook isn't finished yet. You know how to map a buying committee efficiently, build a targeting strategy, and design campaigns that move multi‑stakeholder deals rather than just generate impressions. You get things done through collaboration, not headcount.
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.
Experience working closely with sales on account prioritization and pipeline goals.
Comfortable working across a partner ecosystem to source and develop leads. 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; can build the program and run our MarTech stack—SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
Ability to thrive in a fast‑paced startup environment, managing multiple projects and priorities simultaneously.
Expert communicator and collaborator. Experience working with multiple stakeholders to drive a project or program to success.
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 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.
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 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.
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The dedicated ABM program for this segment has been laid out, but the rigor, the playbook, and the scale are what this role builds. You'll work closely with the Head of Strategic Marketing and sales leadership to ensure everything you build is pointed at the right accounts and moves the right deals. Alongside the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral‑driven channel to the ABM programs you're building.
This is an individual contributor role with real pipeline ownership. You are building your own programs, not supporting someone else's.
This is a hybrid role requiring presence in our San Francisco or Nashville office on Mondays, Tuesdays, and Thursdays.
What You'll Own
ABM strategy and programs. 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. Test, learn, and build the playbook as you go.
Pipeline contribution. Accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. Understand what the numbers are telling you and adjust when needed.
Sales alignment. Participate in pipeline reviews, contribute to account plans, and ensure marketing programs are coordinated with sales focus—one unified motion, not two separate ones.
Partner‑sourced pipeline. Work with the Partner Marketing and Events Lead to turn partner relationships into a source of qualified leads for strategic accounts, coordinate referral programs, and ensure partner‑generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
Campaign execution. Design and run full‑funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.
What Success Looks Like in Year 1
A clear ABM strategy for strategic accounts.
Targeted programs running against priority accounts.
Partner‑sourced leads flowing into the pipeline alongside ABM‑generated opportunities.
Growing, measurable pipeline contribution from the segment.
A tight, trusted working relationship with sales.
About You You've run ABM programs before and have pipeline results to show for it. You're comfortable in an environment where the playbook isn't finished yet. You know how to map a buying committee efficiently, build a targeting strategy, and design campaigns that move multi‑stakeholder deals rather than just generate impressions. You get things done through collaboration, not headcount.
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.
Experience working closely with sales on account prioritization and pipeline goals.
Comfortable working across a partner ecosystem to source and develop leads. 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; can build the program and run our MarTech stack—SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
Ability to thrive in a fast‑paced startup environment, managing multiple projects and priorities simultaneously.
Expert communicator and collaborator. Experience working with multiple stakeholders to drive a project or program to success.
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 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.
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 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.
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