Strategic Marketing Lead, Accounting Firms

About 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. This is a hybrid role based in either our San Francisco or Nashville office, with in-office presence required on Mondays, Tuesdays, and Thursdays.

Responsibilities

• 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
• 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

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