Sr. Demand Generation Manager, Strategic Accounts

About the role

Strategic accounts-growing businesses with significant revenue, institutional funding, or real operational complexity have been Pilot's bread and butter for years. The product fits. The sales motion works. This role takes what's working and builds the program behind it. The dedicated ABM program for this segment has been laid out, but the rigor, the playbook, and the scale are what this role builds. You'll work closely with the Head of Strategic Marketing and sales leadership to make sure everything you build is pointed at the right accounts and moving the right deals. And alongside the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral-driven channel to the ABM programs you're building. This is an individual contributor role with real pipeline ownership. You're not supporting someone else's programs. You're building your own. This is a hybrid role requiring presence in our San Francisco or Nashville office on Mondays, Tuesdays, and Thursdays.

Responsibilities

• ABM strategy and programs. You'll define the account-based approach for this segment-target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
• Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
• Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
• Campaign execution. Working with shared specialists across lifecycle, paid media, content, and marketing ops, you'll design and run full-funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.
• What Success Looks Like in Year 1
• A clear ABM strategy for strategic accounts.
• Targeted programs running against priority accounts.
• Partner-sourced leads flowing into the pipeline alongside ABM-generated opportunities.
• Growing, measurable pipeline contribution from the segment.
• A tight, trusted working relationship with sales.
• About You
• More specifically:
• 8+ years of B2B marketing experience, with at least 4 years in demand generation or ABM roles.
• Proven track record owning pipeline metrics, not just campaign metrics.
• Experienced working closely with sales on account prioritization and pipeline goals.
• Comfortable working across a partner ecosystem to source and develop leads. You understand how referral-driven pipeline works and how to build programs that support it.
• Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
• Hands-on with the demand gen tech stack; you can build the program and run our MarTech stack - SFDC, Marketo, Bizible/Marketo Measure , Influ2, and Google Analytics .
• A b le to thrive in a fast-paced startup environment, managing multiple projects and priorities simultaneously.
• Expert communicator and collaborator. Experience in working with multiple stakeholders to drive a project or program to success .
• Nice to have: experience marketing to complex financial buyers; familiarity with bookkeeping, tax, or CFO services; experience in financial services or fintech.
• About Pilot
• Pilot has over 3,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Strip

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