Account Executive, Pilot
Scale Team
$142-214k
OTE
+ Equity; Base pay is 50% of OTE
Bookkeeping services for startups
Open for applications
Bookkeeping services for startups
201-500 employees
Open for applications
$142-214k
OTE
+ Equity; Base pay is 50% of OTE
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’ll be successful if you are a builder, are curious, work well out of structure, are hungry and motivated
- You bring a consultative approach to every prospect interaction, are detail-oriented and have impeccable pipeline management skills
- 2+ years in a quota-carrying role in either a pre-sales or post-sales setting
- Proven track record of consistent quota achievement
- General aptitude in how money moves in and out of a business
- Gritty, determined, self-starter mentality
- Previous fintech experience preferred
- Exceptional oral and written communication skills
- Highly organized and detailed with an eye towards process
- Excellent prioritization and time management skills
- Experience using Sales tech tools like Salesforce, Outreach.io, Gong, etc
What the job involves
- This is a full cycle AE role where you’re responsible for building and maintaining a pipeline of prospective customers
- Top of funnel will come from several places; lead and target account lists from our existing database, partner channels, current customer expansion, and cold outbound
- Your role requires you to generate opportunities and revenue from these leads using various tactics, such as emailing, social selling, calling, etc
- Hires will be founding members of a new team at Pilot. You’ll have resources at your disposal, but will be working with your manager & others within the org to build out processes, playbooks, and workflows
- Achieve and consistently exceed sales goals by closing new business
- Own the full cycle of sales, including nurturing leads & partners, creating opportunities through prospecting efforts, and winning the deal
- Present and demonstrate the value of Pilot’s products and services to prospective buyers
- Deeply understand and own the information regarding Pilot’s financial and bookkeeping service offerings
- Rigorously manage and maintain lead queues and opportunity pipeline
- Work cross-functionally with our marketing, product, and service delivery teams—echoing the voice of the customer and providing constructive and actionable feedback to the team
- Work closely with our executive and founding team — this is a highly visible role that comes with executive sponsorship and collaboration
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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