Head of Strategic Marketing

The Role

Most marketing leaders inherit a playbook. This one gets to write and scale it.

The motion is enterprise B2B—longer cycles, multiple stakeholders, relationships that close deals. Pilot has that motion working. Your job is to point it at 2 distinct segments and build everything behind it. The segments are distinct:

• Franchisors are corporate buyers whose vendor decisions cascade across entire franchise systems—win one, and you've won dozens of locations. 
• And Mid-market accounting firms adopting Pilot as the platform they run their clients' books on, at scale. 

We’re building a partner-led growth model that scales through relationships rather than ad spend. This role is about extending that model across new segments in a way that drives consistent, measurable pipeline.

This role is ideal for a senior marketing leader who has built and scaled demand programs in complex B2B environments and is ready to take on broader ownership. You’re equal parts strategist and experimenter—excited to unlock new growth channels, test bold ideas, and deepen a partner ecosystem as a meaningful driver of acquisition.

You'll report to the VP of Marketing and manage a direct report: a Partner Marketing and Events Lead. You'll also work with a shared team of senior specialists across lifecycle marketing, marketing operations, product marketing, and content—giving you the support to build full-funnel programs without building a large team from scratch.

This is a hybrid role requiring presence in our San Francisco office on Mondays, Tuesdays, and Thursdays.

What You’ll Own

• Segment strategy. Each segment requires a distinct motion—but they share the same enterprise foundation. You’ll define how we approach each and make that strategy actionable.
• Pipeline. You’re accountable for what these segments produce. 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.
• Partner pipeline. You’ll build on and scale our partner-led motion—working with our Partner Marketing and Events Lead to turn relationships into a consistent source of pipeline through referral programs, co-marketing, and field engagement.
• Messaging. You’ll shape how Pilot speaks to each of these audiences—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 across all three segments
• Repeatable demand and partner programs in market
• Growing, measurable pipeline contribution
• A team aligned around a clear roadmap and direction for year 2

 About You

• 10+ years of B2B marketing experience, including time in enterprise or multi-stakeholder sales environments
• Experience managing and developing direct reports
• Strong foundation in demand generation and/or account-based marketing (ABM), including pipeline ownership and conversion metrics
• Experience partnering closely with sales leadership on account prioritization and pipeline goals
• Exposure to partner or channel marketing (direct ownership or close collaboration)
• Writes and communicates clearly
• Ideally, previous experience marketing to franchisors or accounting firms.