Sr. Demand Generation Manager, Strategic Accounts

The Role

Strategic accounts—growing businesses with significant revenue, institutional funding, or real operational complexity have been Pilot's bread and butter for years. The product fits. The sales motion works. This role takes what's working and builds the program behind it.

The dedicated ABM program for this segment has been laid out, but the rigor, the playbook, and the scale are what this role builds. You'll work closely with the Head of Strategic Marketing and sales leadership to make sure everything you build is pointed at the right accounts and moving the right deals. And alongside the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral-driven channel to the ABM programs you're building.

This is an individual contributor role with real pipeline ownership. You're not supporting someone else's programs. You're building your own.

This is a hybrid role requiring presence in our San Francisco or Nashville office on Mondays, Tuesdays, and Thursdays.

What You'll Own

• ABM strategy and programs. You'll define the account-based approach for this segment—target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
• Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
• Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
• Partner-sourced pipeline. Working closely with the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral-driven channel to the ABM programs you're building.