Vertical Lead: Crypto / Web3 (Remote)

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The Role

Pilot has significant traction with startups and technology companies. We deeply understand these customers and have built a product that they know and love. However, the vision for Pilot is not to be the financial back office for startups, it's to be the financial back office for every company. We believe the best way to do this is by expanding one vertical at a time because verticals have different buyer behavior, go-to-market motions, product needs, and willingness to pay.

We’ve seen significant traction with companies across crypto and web3, from infrastructure to DeFi to NFTs and more.

We’re excited about serving this community for a few reasons:

  • It’s a rapidly growing market
  • They’re used to leveraging technology to solve core operating problems
  • Our friends in crypto tell us that crypto accounting, bookkeeping, taxes and finance are a sh*t show and they could really use better help

As the Vertical Lead, you’d be a cross-functional leader tasked with driving our expansion into the crypto/web3 vertical. In this highly dynamic role, you’ll work across Marketing, Sales, Product, and Operations to achieve significant revenue growth and customer acquisition targets. You’ll have the opportunity to flex both strategic and operational muscles, and think short- and long-term every day. The role reports to the GM of New Verticals.

Key Responsibilities

At the highest level, the objective is simple: find lots of crypto/web3 companies/projects/DAOs, get them to buy Pilot, and ensure that the experience is world-class. Of course, “simple” does not mean “easy,” and to do that will require some of the items below:

  • Top of funnel marketing: identify scalable sources of high quality leads, and execute campaigns to drive lead generation
  • Customer acquisition: assist with the sales process throughout the funnel, including leading sales calls with prospects
  • Retention and account management: support Pilot clients with industry-specific expertise
  • Product and operations: be the internal champion for your vertical, identifying and articulating product and process needs to better serve our clients
About You
  • Either:
    • Senior operating role(s) at a crypto company, or
    • Product marketing, sales, or operations role at a company that sells into to this industry, or
    • Accounting buff by day, but a crypto degen by night; this role would allow you to finally unify your day job and your passion, even if you've never worked inside a crypto project before
  •  Strong “general athlete” who thrives in a dynamic, cross-functional role that requires both long-term strategic thinking and day-to-day execution
  •  Excellent strategic thinking chops backed by strong quantitative skill set
  • Strong communication skills with the ability to distill complex issues into structured frameworks and concrete action plans
  • Highly entrepreneurial and comfortable working in a fast-paced environment with minimal guidance
  • Ability to interface with a wide range of cross-functional partners and influence action across the organization
  • Enthusiasm for and deep knowledge of the crypto industry and ecosystem (aka strong WAGMI vibes)
  • Familiarity with SaaS sales cycles and teams a plus
About Pilot

Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business.
Pilot has over 1,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock.  Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene.  Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn.

Why Pilot?
  • 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
Pilot commits to provide a work environment free of discrimination and harassment, as well as 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 here, including our EEO policy, recruitment agency policy, recruitment scam notice, and important E-Verify information.
More Information on operates in the Software industry. The company is located in San Francisco, CA and Nashville, TN. was founded in 2016. It has 211 total employees. It offers perks and benefits such as Dental Benefits, Vision Benefits, Health Insurance Benefits, 401(K), Employee Stock Purchase Plan and Remote Work Program. To see all 116 open jobs at, click here.
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