<h2><strong>The Role</strong></h2> <div> <p>Most lifecycle marketers manage email programs. This one owns a pipeline.</p> <p>You'll be the senior IC responsible for lifecycle-influenced pipeline, expansion revenue from existing customers, and conversion efficiency across the full funnel—from trial activation through to post-sales growth. The motion works. Your job is to make it compound.</p> <p>This isn't an execution-only role. You'll decide which behavioral and product usage signals matter, partner with our Data team to turn propensity models into actionable segments, and build the programs that move accounts through the funnel and into expansion. You'll work closely with Sales, our Consulting services team, Growth Marketing, and RevOps to make those plays land.</p> <p>You'll report to the VP of Marketing and operate as a senior individual contributor. There are no direct reports, but you'll work with a team of senior specialists across growth marketing, marketing ops, content, growth engineering, and product marketing, giving you the infrastructure to build full-funnel programs without building a team from scratch.</p> </div> <div> <h2><span class="ace-all-bold-hthree"><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz82z5cz80zrcsicz79ziz74zqz66zcmw52h9z67zl9jmz88zwz67zz86zr"><strong>What You'll Own</strong></span></span></h2> <ul> <li><strong>Lifecycle pipeline.</strong> You own the programs that turn leads into SQLs through lifecycle—industry nurtures, referral programs, intent-based routing, and partnership channel conversion.</li> <li><strong>Expansion revenue.</strong> Working with product usage signals and propensity model outputs, you'll identify expansion-ready accounts and activate lifecycle and account management plays for high-propensity tiers.</li> <li><strong>Conversion efficiency.</strong> From trial activation and onboarding through early retention—activation rate and early churn are your metrics. You also own Lead → SQL conversion through lifecycle personalization and segmentation.</li> <li><strong>Experimentation.</strong> Structured tests with documented hypotheses and results. Not just subject lines—program logic, timing, audience strategy, and channel mix.</li> <li><strong>Champion AI and automation. </strong>Identify and use AI-powered tools to automatically detect friction points and hidden customer segments. Employ generative AI and dynamic content blocks to tailor messaging and educational assets per customer profile.</li> <li><strong>Develop customer education strategies.</strong> In partnership with product, operations, and marketing teams to help prospects and customers fully realize the value of Pilot’s solutions.</li> </ul> <h2> <strong>What Success Looks Like in Year 1</strong></h2> <ul> <li>Full program audit completed and quick wins shipped in the first 30 days</li> <li>Lifecycle-influenced Lead → SQL conversion measurably up </li> <li>Expansion plays live, running off propensity tiers, and attributed pipeline increasing QoQ</li> <li>A structured experimentation cadence with documented learnings rolling forward</li> <li>Weekly lifecycle reporting live and owned—you're the person who knows what's working and why</li> </ul> <h2><span class="ace-all-bold-hthree"><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz82z5cz80zrcsicz79ziz74zqz66zcmw52h9z67zl9jmz88zwz67zz86zr"><strong>About You</strong></span></span></h2> <p>You've owned lifecycle programs that are accountable to pipeline and revenue, not just engagement metrics. You know your way around an enterprise MAP at an architectural level, and you're as comfortable building complex triggered flows as you are making a strategic call about which segment to test next.</p> <p>You're a strong enough writer to own lifecycle copy without leaning on a content team for every send. You can read cohort data and act on it, but you partner with data specialists on the modeling rather than building it yourself.</p> <p>More specifically:</p> <ul> <li>7+ years of experience in lifecycle marketing, customer marketing, or customer engagement roles, ideally within a B2B SaaS or high-growth environment</li> <li>Significant experience in Marketo. You build programs from scratch, not from templates</li> <li>A track record of owning pipeline or revenue metrics</li> <li>Proven track record of designing and executing successful lifecycle programs across multiple customer segments</li> <li>A structured approach to experimentation with clear hypotheses, meaningful tests, learnings that roll forward</li> <li>Skilled at analyzing customer data with the ability to translate cohort and funnel data into program decisions</li> <li>Hands-on experience collaborating with cross-functional stakeholders (product, engineering, customer success, sales)</li> <li>Working knowledge of Salesforce data models</li> <li>Solid deliverability and compliance fundamentals (SPF/DKIM, list hygiene, CAN-SPAM, CCPA)</li> <li>Comfortable navigating a fast-paced, startup environment</li> </ul> <p>Nice to have: </p> <ul> <li>MAP certification (MCE or equivalent)</li> <li>B2B SaaS background, fintech or accounting-adjacent is a bonus</li> </ul> <h2><strong>What We're Not Looking For</strong></h2> <p>Someone who needs to build statistical models from scratch. We have a data team for that. What we need is someone who understands what a propensity model is telling them and knows exactly what to build next.</p> <h2>About Pilot</h2> <p>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.</p> <p>Pilot has over 3,000 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 – <a href="https://pilot.com/blog/pilot-unicorn-bezos-expeditions-whale-rock/">Meet Fintech’s Newest Unicorn</a>.</p> <p>The marketing team has grown 3x in the past year. It’s a group of channel experts—demand gen, lifecycle, paid, product marketing, partner marketing, content, and ops—who operate with high ownership and drive a significant share of Pilot’s revenue. The team is collaborative, moves quickly, and takes its craft seriously.</p> <h2>Why Pilot?</h2> <ul> <li>We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers</li> <li>The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox).</li> <li>Flexible vacation/time-off policy</li> <li>All federal holidays are observed</li> <li>Competitive benefits package including additional wellness benefits</li> <li>Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks</li> <li>401(k) plan</li> </ul> <p><span data-sheets-root="1"><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qotvojz75zcn0z80zc9wz75z9ynz68zz79zhez77z8z71zonz66zz84zz67zwv7n">The base pay range target for the role seniority described in this job description is $127K - $215K in most remote locations, and between $159K - $215K in San Francisco, CA and New York City, NY. 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.</span></span></p> <p>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 <a href="https://pilot.com/recruiting-notices">recruiting notices here</a>, including our EEO policy, information about requesting a reasonable accommodation in the job application process, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy <a href="https://pilot.com/terms/privacy-job-candidate">here</a>.</p> </div>