The Role
Most marketing leaders inherit a playbook. This one gets to write and run it.
The motion is enterprise B2B—longer cycles, multiple stakeholders, relationships that close deals. Your primary segment is mid-market accounting firms adopting Meridian, the AI operating system Pilot developed for accounting firms.
Meridian is a sub-brand of Pilot, built specifically for firms that want to run their clients' books on agentic AI to fundamentally change their firms’ unit economics and service delivery model. Different product, different go-to-market, different buyer. The never-compete promise that anchors the brand is what makes this segment investable. Your job is to take that trust to market and turn it into pipeline at scale. This role is built for a senior marketer who wants to operate as a high-leverage individual contributor. You're not looking to scale through a dedicated team immediately. You're looking to build the programs, write the messaging, and own the pipeline yourself, with shared specialists to make you faster. You'll also partner closely with our Franchisor motion, run by a dedicated IC, and our Partner Marketing & Events function. If the right coaching relationships develop with the ICs adjacent to this role, you'll grow into managing them. If they don't, you stay focused on your own work and we're all fine with that.
You'll report to the VP of Marketing and work with a shared team of senior specialists across lifecycle marketing, marketing operations, product marketing, content, and partner marketing. You'll have the support to build full-funnel programs without building a large team from scratch.
The marketing team has grown 3x in the last year and comprises of a group of senior channel experts: growth marketing, lifecycle, product marketing, partner marketing, content, and ops. They operate with high ownership and drive a significant share of Pilot's revenue. The team is collaborative, moves quickly, and takes its craft seriously.
We operate by values worth stating plainly: own your work, care more than expected, build things well, and fight for every opportunity. We invest in our people and take wins seriously.
What You'll Own
- Segment strategy and execution. You'll define how Pilot wins mid-market accounting firms and you'll be the one running the plays. Strategy is the half that points the work. The other half is in your hands.
- Pipeline. You're accountable for what your segment produces. In close partnership with sales, you'll align on account prioritization and build programs that move the right prospects from first impression to signed contract.
- Messaging. You'll shape how Pilot speaks to mid-market accounting firms, externally and in the materials our sales team uses every day.
What Success Looks Like in Year 1
- A clear, defensible go-to-market strategy for Meridian, with repeatable demand and partner programs in market
- Meridian moving from launch awareness to sustained pipeline, with growing and measurable contribution to the segment number
- Positioning that holds up under scrutiny from skeptical firm owners, internal sales, and competitive pressure
- Working relationships with the Franchise IC and the Partner Marketing & Events Lead that are either operating well as collaboration or have moved into a reporting structure based on real coaching fit
- Direction set for year 2, including team shape
About You
You’ve marketed to complex B2B buyers before—multi-stakeholder, longer sales cycles, relationships that matter. You understand the difference between selling to a partner and selling through one, and you’re comfortable building programs that support both. You're senior, but you're hands-on. The work is the point.
More specifically:
- 10+ years of B2B marketing experience, including time in enterprise or multi-stakeholder sales environments
- Strong foundation in demand generation and account-based marketing, including pipeline ownership and conversion metrics
- You should be able to hold a strategic narrative as your own and shape how a category gets understood.
- Experience partnering closely with sales leadership on account prioritization and pipeline goals.
- AI-fluent in your own workflow. You're already using LLMs and AI tools to compress research, draft, iterate, and run plays at scale. You have a view on what AI is good at, what it isn't, and your work shows it.
- Comfortable operating as a senior IC. You build, you run, you write, you don't hand off the interesting work to a team.
- Open to managing one or two senior ICs if the coaching fit develops. Equally comfortable staying purely IC if it doesn't. Either path is real here.
- Writes and communicates clearly
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 3,000 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 additional 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 $127K - $250K in most remote locations, and between $159K - $250K 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, information about requesting a reasonable accommodation in the job application process, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.
