Pilot.com
Job Title
Business Development Manager
Location San Francisco Bay Area, California
Key Responsibilities
Source and secure new partnership opportunities with banks, payroll providers, local chambers of commerce, business associations, and SMB‑focused software companies.
Nurture existing relationships to drive consistent referral activity and shared value.
Host and co‑host events, both virtual and in‑person, to engage SMB communities and increase awareness of Pilot’s services.
Identify new outreach channels (events, associations, communities, or digital groups) that connect with SMB owners.
Follow up on event‑generated leads to qualify prospects and ensure a smooth handoff to Account Executives.
Track and report on partnership performance, referrals, and lead generation metrics to improve strategy over time.
Collaborate with Marketing to develop campaigns, collateral, and co‑branded events that support local and national SMB growth.
Work cross‑functionally with the GTM and Operations teams to deliver value to key partners.
Qualifications
4+ years of experience in business development, partnerships, or channel sales, ideally selling or marketing to SMBs.
A proven track record of generating leads or revenue through referral, partner, or event‑based channels.
Strong relationship‑building skills and confidence connecting with business owners, local organizations, and industry groups.
Experience hosting in‑person events, attending expos, or partnering with local associations.
A data‑driven mindset with a focus on achieving measurable results.
A builder mentality: scrappy, curious, and eager to test new ideas.
About Pilot Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts—full‑time, U.S.‑based employees—who learn the ins‑and‑outs of their business. Pilot integrates directly with billing, banking, expense, and payroll systems customers already use, delivering accurate, consistent bookkeeping and financial management and tax services that free entrepreneurs to focus on their business. Pilot has over 2,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock.
Compensation & Benefits The on‑target earnings (OTE) range for this role in San Francisco, CA is between $127,000 and $163,000 (base pay is 50% of OTE). Full‑time regular positions also include equity, 401(k), health benefits, and other benefits. Some benefits may be available for part‑time or temporary positions.
Flexible vacation/time‑off policy
All federal holidays are observed
Competitive benefits package including wellness benefits such as Modern Health, Headspace, One Medical, Aaptiv, and Rightway
Parental leave for birthing or non‑birthing parents—100% pay for 12 weeks
401(k) plan
EEO Statement Pilot commits to a work environment free of discrimination and harassment, and to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices (EEO policy, recruitment agency policy, recruitment scam notice, and important E‑Verify information) and our job candidate privacy policy.
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Location San Francisco Bay Area, California
Key Responsibilities
Source and secure new partnership opportunities with banks, payroll providers, local chambers of commerce, business associations, and SMB‑focused software companies.
Nurture existing relationships to drive consistent referral activity and shared value.
Host and co‑host events, both virtual and in‑person, to engage SMB communities and increase awareness of Pilot’s services.
Identify new outreach channels (events, associations, communities, or digital groups) that connect with SMB owners.
Follow up on event‑generated leads to qualify prospects and ensure a smooth handoff to Account Executives.
Track and report on partnership performance, referrals, and lead generation metrics to improve strategy over time.
Collaborate with Marketing to develop campaigns, collateral, and co‑branded events that support local and national SMB growth.
Work cross‑functionally with the GTM and Operations teams to deliver value to key partners.
Qualifications
4+ years of experience in business development, partnerships, or channel sales, ideally selling or marketing to SMBs.
A proven track record of generating leads or revenue through referral, partner, or event‑based channels.
Strong relationship‑building skills and confidence connecting with business owners, local organizations, and industry groups.
Experience hosting in‑person events, attending expos, or partnering with local associations.
A data‑driven mindset with a focus on achieving measurable results.
A builder mentality: scrappy, curious, and eager to test new ideas.
About Pilot Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts—full‑time, U.S.‑based employees—who learn the ins‑and‑outs of their business. Pilot integrates directly with billing, banking, expense, and payroll systems customers already use, delivering accurate, consistent bookkeeping and financial management and tax services that free entrepreneurs to focus on their business. Pilot has over 2,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock.
Compensation & Benefits The on‑target earnings (OTE) range for this role in San Francisco, CA is between $127,000 and $163,000 (base pay is 50% of OTE). Full‑time regular positions also include equity, 401(k), health benefits, and other benefits. Some benefits may be available for part‑time or temporary positions.
Flexible vacation/time‑off policy
All federal holidays are observed
Competitive benefits package including wellness benefits such as Modern Health, Headspace, One Medical, Aaptiv, and Rightway
Parental leave for birthing or non‑birthing parents—100% pay for 12 weeks
401(k) plan
EEO Statement Pilot commits to a work environment free of discrimination and harassment, and to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices (EEO policy, recruitment agency policy, recruitment scam notice, and important E‑Verify information) and our job candidate privacy policy.
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