Business Development Manager, Pilot
$163-269k
OTE
$81.5-134.5k
BASE
Bookkeeping services for startups
Be an early applicant
Bookkeeping services for startups
201-500 employees
Be an early applicant
$163-269k
OTE
$81.5-134.5k
BASE
201-500 employees
Company mission
To help small businesses and startups to achieve their commercial goals by taking care of the CFO services, tax preparation and bookkeeping.
Role
Who you are
- You’re a business development professional who enjoys meeting with and engaging with partners in the startup/tech ecosystem
- You’ve sold in previous roles and understand how to articulate Pilot’s value proposition to prospects and can move the prospect through the sell cycle to ultimately convert them to clients
- You’re a builder—you’re not afraid to roll up your sleeves and do what’s needed to make this referral motion work
- Have an existing deep network of relationships with law firms, banks, VC funds, etc
- Extremely results-oriented and are excited to have clear metrics goals
- Deeply experienced in finding partners and yielding real revenue results from them
- A community builder who can host events, network, moderate and be useful to people in a non-salesy way
What the job involves
- As the Business Development Manager, your responsibility is to close new business by building relationships with key ecosystem partners and execute on this strategy. This role reports directly to our Head of Partner Development who is a very active participant in building relationships and leveraging the tech/startup ecosystem network
- At the highest level, the objective is simple: get service providers to refer more prospective customers to Pilot and have the ability to sell in order to generate new clients for Pilot. This will involve:
- Sourcing & securing new partnership relationships for Pilot
- Nurturing relationships with various service providers to generate inbound leads/referrals
- Actively sell to and close new business opportunities via the partner channel
- Rigorously and quantitatively tracking the metrics around our partner relationships
- Inbound & outbound referrals and other high value relationship building activities
- Working with our operations team to make sure we surface referrals to partners
- Working collaboratively with the Marketing and the GTM teams to execute on key initiatives in various tech markets along the East Coast
- This includes developing customized partnership collateral, planning partner events, and promoting events/webinars across various partner networks
Our take
Back office operations such as bookkeeping are an unwelcome distraction and expense for businesses, but they don't have to be. Pilot is the largest provider of back office services for startups and small businesses in the US, aiming to take care of a company's back office so they can focus on their core activities.
Founded in 2016. Pilot has attracted an impressive range of customers including Bolt, r2c and Pathrise. The company's proposition is more than just bookkeeping software, providing services that would ordinarily be provided by a fractional chief financial officer. This empowers small businesses and startups to make better budgeting and spending decisions without the need of an expensive finance department hire.
The company's commitment to providing the best customer experience is a particular strength. Over 80% of the company’s business is driven by customer referrals and organic interest. It has also established a number of strategic partnerships with companies such as American Express, bill.com, Stripe and SVB, allowing it to offer a great deal of flexibility in supporting its customers whatever payment methods they use.
Going forward Pilot aims to be to startups and medium-sized firms what AWS is to cloud computing - a comprehensive, easily scalable solution that prevents the need to reinvent a necessary but non-core function from scratch. With rapid revenue growth and significant financial backing from investors, it is well poised to achieve this.
Kirsty
Company Specialist
Insights
Company
Funding (last 2 of 5 rounds)
Mar 2021
$40m
SERIES C
Jan 2021
$60m
SERIES C
Total funding: $158.3m
Company benefits
- 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 wellness benefits such as Modern Health, Headscape, One Medical, Aaptiv and Rightway
- Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
- 401(k) plan
Company values
- Care more than they expect - Create delight through care. Build trust through effort. Get the details right. Do the right thing, every time. Own it
- Do it well or don't do it - Focus. Maximize velocity on what matters most. Follow through. Build it well
- Fix the systematic issue - Every failure is an opportunity, but only if we take the time to learn from it. Be rigorous in our root cause analysis. Build resilient systems. Make it easy to do the right thing
- Share the work and the win - It’s only a success if we get there together. Have each other’s backs. Be a helper. Take the time to celebrate together
- Seek justice - Use Pilot as a platform to actively correct injustice in the world
- Always be closing - Fight for every customer, every candidate. Hustle. Find the path to yes. Recognize the full value of every opportunity
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Waseem Daher
(CEO)They studied at MIT before founding Ksplice, where they spent 3 years as COO, and working at Oracle and Dropbox. Having founded Zulip in August 2012, they co-founded Pilot in January 2017.
Jessica McKellar
(CTO)Previously, they were the founder and the VP of Engineering for a real-time collaboration startup acquired by Dropbox, where they then served as a Director of Engineering.
Jeff Arnold
(COO)Formerly the Senior Director of Software Development at Oracle and Head of Product at Dropbox.
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