Pilot.com

• Drive awareness, demand generation, and revenue growth within the franchise ecosystem • Develop and execute Pilot's franchise industry marketing strategy • Build industry-specific messaging and value propositions • Design and execute integrated campaigns that generate pipeline • Create content and establish Pilot as a trusted voice in franchise finance

• Own the Accounting Firm Industry Strategy • Drive Industry Go-to-Market Programs • Build Category Leadership • Create Industry Content • Measure Business Impact

• Implement rigorous problem-solving to help solve clients' most challenging operational issues on how to scale their businesses and manage their back-office operations • Lead complex operational engagements often with multiple junior team members to deliver exceptional results • Own communication with clients regularly to provide recommendations, anticipate their needs, and manage expectations • Utilize operational best practices plus a deep understanding of back-office systems to help clients implement payroll workflows, AP/AR processes, equity administration, and compliance frameworks • Research the latest developments and formulate insights into operational tools and best practices to become a strategic partner in their business growth • Be part of the world's leading tech-enabled firm's operational services, acting as a trusted partner to our clients on critical operational decisions • Build long-term client relationships and drive superior operational outcomes based on unique business insights • Partner with clients to help them deliver measurable and sustainable improvements in operational and business KPIs • Keep operational projects on track with ongoing monitoring, escalation management, and proactive problem-solving • Support successful compliance requirements, investor discussions, and board meetings by ensuring operational excellence and providing actionable insights • Track and evaluate key Financial Operations business initiatives, including new experiments, offerings, and process improvements • Run ad-hoc analyses to help uncover growth opportunities or ways to scale the Financial Operations offering further • Support new product development, new strategies, and explore new partnerships to expand the Financial Operations service line • Mentor and guide junior team members, helping them navigate complex operational engagements and build their skills

• 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.

• Own the franchise marketing pipeline number, end to end. • Build the forecast, hit the forecast, defend the forecast. • Develop a deep working understanding of franchise economics, franchisor and franchisee psychology, and the unique accounting needs of multi-unit operators. • Design and run integrated campaigns that combine paid media, content, partnerships, events, lifecycle, and field marketing into coherent plays. • Build expansion plays that activate franchisee bases inside signed networks. • Partner closely with Sales, Customer Success, and Product Marketing to align messaging, build co-sell motions with franchisors, and surface customer stories from real operators. • Own the marketing operations layer for franchise: program structure, attribution, funnel reporting, and the systems work that makes integrated campaigns measurable. • Make creative bets with conviction and the math to back it up.

• You own the programs that turn leads into SQLs through lifecycle—industry nurtures, referral programs, intent-based routing, and partnership channel conversion. • 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. • 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. • Structured tests with documented hypotheses and results. Not just subject lines—program logic, timing, audience strategy, and channel mix. • 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. • In partnership with product, operations, and marketing teams to help prospects and customers fully realize the value of Pilot’s solutions.

• Implement rigorous problem-solving to help solve clients' operational challenges on how to manage payroll, benefits, compliance, and financial operations • Own communication with clients regularly to provide our recommendations and manage expectations • Bring operational best practices plus a deep understanding of back-office systems to help clients implement payroll workflows, AP/AR processes, and equity administration • Be part of the world's preeminent operational services tech-enabled firm - a trusted partner for our clients on their most important operational decisions • Partner with clients to help them deliver measurable and sustainable improvements in operational and business KPIs • Keep operational projects on track with ongoing monitoring for status updates and escalation management • Support successful compliance requirements and deadlines by tracking and ensuring timely completion • Refine the strategies to address areas of opportunity within Pilot Financial Operations • Recommend and contribute to process improvements to maximize accuracy and efficiency within the Financial Operations offering

• Execute day-to-day operational tasks for our clients including payroll processing, benefits administration, AP/AR workflows, and equity grant tracking • Apply operational best practices and support implementation of systems like Gusto, Rippling, Deel, Carta, and Bill.com • Communicate with clients regularly to provide updates and address their operational needs • Be part of the world's preeminent operational services tech-enabled firm - a trusted partner for our clients on their most important operational decisions • Conduct research on operational tools and best practices required for customer service delivery • Keep operational projects on track with ongoing monitoring and status updates • Support successful compliance requirements by tracking deadlines and ensuring timely completion • Execute the strategies to address areas of opportunity within Pilot Financial Operations • Implement improvements in operational and business KPIs for Financial Operations • Recommend and drive process improvements to maximize accuracy and efficiency within our offering

• Define segment strategy and make it actionable • Build programs that move the right prospects from first impression to signed contract • Scale partner-led motion through referral programs, co-marketing, and field engagement • Shape messaging for the target audiences and materials used by the sales team

• Employ search marketing tactics, analyze web metrics, and develop recommendations to increase visibility to target markets • Build and maintain lead nurture efforts that deliver high quality marketing qualified leads that are ready to buy • Research conditions in our markets in order to gather information and insights that drive marketing strategy • Provide operational support to the marketing team, including our new verticals team • Build and optimize demand generation, nurture, and marketing systems initiatives to help accelerate Pilot’s revenue trajectory • Effectively utilize Pilot’s marketing technology and provide strategic guidance to sales and marketing on programs, performance and anything revenue related • Help Pilot build a repeatable, scalable revenue generation machine • Analyze and monitor lead volume and quality • Maintain a healthy, functioning Marketo instance including lead scoring, lifecycle automation, audience segments, nurture programs and integrations with other systems • Build chatbots, marketing campaigns, forms and other lead capture mechanisms