Head of Revenue Operations, Pilot
$211-286k
+ Equity
Bookkeeping services for startups
Be an early applicant
Bookkeeping services for startups
201-500 employees
Be an early applicant
$211-286k
+ Equity
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
- Proven ability to lead and scale Sales/Revenue Operations of significant scope through growth periods
- 8+ years of experience in a fast-paced environment (consulting, business operations, RevOps or SalesOps or combination of)
- 2+ years of people management experience
- Excellent at Salesforce reporting and field and automation creation
- Can-do attitude; if you don’t know how to do something, you’ll learn it
- Strong analytical skills with the ability to translate ambiguous problems into actionable insights using data
- Strong capabilities in data analysis and modeling expertise
- Previous experience scaling SaaS companies strongly preferred
What the job involves
- As Head of Revenue Operations, you will be responsible for aligning and optimizing our S&M functions by influencing people, process, and data to maximize revenue generation and other revenue-related goals
- You will play a crucial role in developing and implementing strategies that streamline our revenue-generating processes and enhance cross-functional collaboration
- Reporting to the Director of Sales, you will be a highly visible contributor with the opportunity to build the RevOps organization at a scaling company
- Create a clean, centralized, and standardized view of the end-to-end revenue funnel and associated KPIs enabling Pilot to (1) set the right targets, (2) surface risks & opportunities around execution, and (3) identify efficiencies
- Own the weekly sales forecast of the GTM business as well as partner closely with Finance on the GTM planning processes (ex: fiscal half, fiscal year, and long range)
- Analyze data and generate insights to answer the next most important question for key stakeholders
- Own the calculation and execution of commission payments
- Develop and implement a strategy for the tools, processes, and people that make up GTM infrastructure
- Manage and develop current RevOps individual contributors
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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