Head of Strategic Marketing

About 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 Nashville office on Mondays, Tuesdays, and Thursdays.

Responsibilities

• 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
• More specifically:
• 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.
• 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 package including additional

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