• Location
    • Nashville, TN
  • Date Posted
  • Jan. 9, 2022
  • Function
  • Sales
  • Sector
  • Business Applications

The Role

The Sales Development Manager will lead our growing Sales Development Representative team and is responsible for hiring, coaching, team development and attaining pipeline generation targets. You will lead the team to execute on the GTM strategy. This includes achieving net new pipeline targets and building out the operating rythyms for your team. You’ll help elevate your team’s sales skills and industry knowledge through coaching and training and will take a data-driven approach to performance management. This is a collaborative role and you’ll work closely with cross-functional partners and stakeholders.

About the Team

Pilot’s Sales Development team is responsible for driving pipeline and starting conversations with startups and small businesses at various stages of growth. We collaborate closely with Marketing, Partnerships and Sales to drive pipeline through inbound and outbound strategies. Our SDR team is often the first Pilot point of contact for our prospective customers and we pride ourselves in providing consultative, customer-centric conversations.

We are looking for a results-oriented, data-driven sales leader who can increase rep productivity and scale the team over the next year. You’re an experienced SDR Manager (12+ months) with a background in technology or professional services. You take pride in exceeding goals by supporting your team and putting them in a position to succeed. You love coaching and team development as well as cultivating a culture of high performance and collaboration. Ideally you have experience building process at startups and thrive in fast-paced environments. You must be efficient in working with a sophisticated technology stack (Salesforce, Outreach or SalesLoft, Clearbit, LinkedIn Navigator, etc.) and have experience leveraging data to understand and improve performance. Bonus points if you’ve worked in public accounting roles.

Key Responsibilities

  • Recruit, train and optimize a team of SDRs responsible for inbound and outbound motions
  • Refine and build new processes/operating rythyms to achieve optimum results
  • Create and update resources such as call scripts and prospecting emails to drive consistency and strong results
  • Establish metrics to measure and improve team performance
  • Report against KPIs to senior management and provide corresponding analysis
  • Coach and develop your team to help them continually improve their performance
  • Manage inbound lead flow and track efficiency of sales and marketing programs
  • Monitor usage of different technologies and tools, such as Salesforce.com, Outreach.IO, Clearbit, Drift, etc.
  • Work closely with Sales and Marketing leadership to deploy campaigns and to measure their efficacy

About You

  • At least one-year in a sales management role and >two-years of additional sales experience
  • Excited to be part of an energetic, collaborative sales team at a high-growth startup
  • Proactive communicator with excellent written and verbal communication skills
  • Invested in coaching SDRs to develop their career paths and to attain their goals
  • Passion for sales, sales process, data and coaching/developing teams
  • Take extreme ownership of your work to drive optimal results
  • Familiarity with tools such as SalesForce, Clearbit, Gong, LinkedIn Navigator and Outreach

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
  • 100% coverage of employee only (individual) benefits
  • Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
  • 401(k) plan

Recruitment agency policy

Pilot does not accept agency resumes.  Please do not forward resumes to our jobs alias, employees, or any other company location.  Pilot is not responsible for any fees related to unsolicited resumes.

Equal employment opportunity

Pilot is an equal opportunity employer committed to providing employees with a work environment free of discrimination and harassment.  We base employment decisions on business needs, job requirements, and individual qualifications, without regard to race, color, religion, or belief; national, social, or ethical origin; age; physical, mental, or sensory disability; sexual orientation; gender identity and/or expression; martial, civil union, or domestic partnership status; past or present military service; HIV status; family medical history or genetic information; family or parental status including pregnancy; or any other status protected by the laws or regulations in the locations where we operate.  Pilot will not tolerate discrimination or harassment based on any of these characteristics.

Pilot welcomes the opportunity to consider qualified applicants with prior arrest or conviction records.  Pilot’s demonstrated commitment to diversity extends to hiring talented individuals in spite of prior criminal history in accordance with local, state, and/or federal laws, including San Francisco’s Fair Chance Ordinance and the California and Tennessee ban-the-box laws.

If you are a qualified individual with a disability and need a reasonable accommodation in the job application process, please reach out to recruiting@pilot.com.

Important e-verify information

Federal law requires Pilot to confirm the identity and employment eligibility of all persons hired to work in the United States, and Pilot participates in the E-Verify program for this purpose.  Pilot will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.