Growth Lead, Franchises

About the role

We're hiring a Growth Lead to build Pilot's franchise channel from scratch. This is a high-ownership individual contributor role . You'll operate like a mini-GM, staying deeply hands-on-running experiments, talking to operators and franchisors, launching campaigns, and driving pipeline yourself. This role is a strong fit for someone early in their career who wants to own a real business problem end-to-end .

Responsibilities

• Figure Out the Franchise Motion (0 → 1)
• Understand how franchise systems buy (corporate vs franchisee vs both)
• Identify high-potential segments (e.g., QSR, fitness, home services, multi-unit operators)
• Test different entry points (top-down via franchisor vs bottom-up via operators)
• Run Fast Growth Experiments
• Launch scrappy tests across channels (events, outbound support, partnerships, content, paid)
• Try different GTM motions (corporate deals, multi-location bundles, pilot programs)
• Use results to determine what scales
• Be Close to Customers
• Talk directly to franchise owners, operators, and corporate teams
• Understand operational pain points (unit economics, reporting, cash flow, multi-entity complexity)
• Translate insights into messaging and acquisition strategies
• Execute End-to-End
• Build landing pages, write emails, run outreach, and launch campaigns yourself
• Stand up webinars or events tailored to franchise operators
• Move quickly with minimal process or support
• Own Pipeline
• Be accountable for generating qualified opportunities and contributing to revenue
• Partner closely with Sales to refine positioning and improve conversion
• Focus on what drives deals across different buyer types
• Build Early Partnerships
• Identify and engage franchise ecosystems (POS systems, franchise consultants, associations)
• Run co-marketing or co-selling experiments
• Help Pilot become relevant within franchise networks

Requirements

• You Might Be a Fit If:
• You're early in your career but have strong business judgment
• You've taken ownership of something ambiguous before
• You're excited to do the work yourself-not just design strategy
• You're comfortable navigating messy, multi-stakeholder environments
• 2-5 years of experience in consulting, banking, startups, GTM roles, or similar
• MBA or equivalent experience is a plus, not required
• Exposure to SMBs, multi-location businesses, or operations-heavy industries is helpful
• How You Work
• High ownership: you take responsibility for outcomes, not just tasks
• Scrappy: you find ways to get things done with limited resources
• Analytical: you use data to guide decisions and prioritize
• Clear communicator: you can tailor messaging to different audiences (operators vs HQ)
• Why This Role
• You'll own a new growth channel with real revenue impact
• You'll work across Sales, Partnerships, and Product
• You'll gain exposure to complex GTM problems (multi-entity buyers, channel strategy)
• You'll help define how Pilot wins in a large, underpenetrated market
• What Success Looks Like (First 6-12 Months)
• Clear signal on whether top-down (franchisor) or bottom-up (operator) motion works best
• 2-3 channels consistently generating qualified pipeline
• Early wins with franchise groups or multi-unit operators
• Initial repeatable plays for acquiring and expanding within franchise systems
• About Pilot
• 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 p

Benefits

Additional Information

About Pilot Pilot provides bookkeeping, tax, and CFO services powered by software-helping companies operate with better financial visibility and confidence. We're building the modern finance back office. We're early in building our franchise channel and are looking for someone to help us figure it out from the ground up.

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