Product Marketing Lead

The Role

At Pilot, we're all about startups. They're our bread and butter, and we're proud to be one ourselves. Now, we're ready to take our winning product to the broader SMB market. To succeed, we need to refine our Ideal Customer Profile (ICP) and gain deeper insights into this new SMB audience.

As Pilot's product marketing leader, you'll be the bridge between our services and the people who use them. Your mission? To understand our audience segments deeply and craft compelling narratives that highlight how our solutions improve their work lives.

Success in this role means:

• Becoming our audience expert, knowing how and what to communicate in our go-to-market (GTM) activities.
• Ensuring Pilot teams grasp the full scope of our audience's challenges and how our services fit into their workflows.
• Creating narratives that go beyond feature comparisons.

Key Responsibilities

• Audience & ecosystem research: Own in-depth audience research to understand the evolving needs and workflows of key customer segments, competitors, and ecosystem partners. Use these insights to inform Pilot's positioning, audience segmentation, channel selection, and campaign planning.
• Customer advocacy: Be the “voice of the customer” for all GTM activities, including marketing campaigns, product moments, and outbound motions.
• Messaging and positioning: Create compelling and differentiated narratives tailored to Pilot’s customer and partner audiences.
• Content creation: Partner with our Content and Demand Gen teams to generate awareness, demand, and activation through content creation, including thought leadership, website materials, engaging product demos, and high-value gated assets.
• Product marketing: Own and execute product moments throughout the year, working with cross-functional teams to deliver strong awareness and demand generation campaigns for new capabilities and service features.
• Product team liaison: Bridge the gap between the Product and Marketing organizations, ensuring customer insights are incorporated in product roadmaps and development, and launches are effectively planned and executed.
• Sales enablement: Create assets that effectively communicate product value, and ensure the Sales and Partnerships teams are up-to-date on our positioning and customer needs.

About You

• Have at least 8 years of product marketing experience, ideally marketing to VC-backed startups or SMBs.
• Can balance strategic vision and tactical execution, from setting high-level strategy to getting in the weeds planning launches and doing competitive research.
• Able to transform sharp qualitative and quantitative research into actionable, differentiated positioning, messaging, and creative campaigns.
• Understand channel, content, and comms strategy in addition to product marketing.
• Thrive in a fast-paced startup, comfortable operating under ambiguity with high agency.
• Expert communicator and collaborator.

Join us and help build a marketing machine that will scale Pilot to $100M ARR and beyond!

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 1,000 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 such as Modern Health, Headscape, One Medical, Aaptiv and Rightway.
• 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 $159,000 - $250,000 in San Francisco, CA. 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 .