Growth Lead, Franchises

Pilot.com • San Francisco, CA

10d • $133,000 - $179,000

About The Position

We’re hiring a Growth Lead to build Pilot’s franchise channel from scratch. This is a high-ownership individual contributor role. You’ll operate like a mini–GM, staying deeply hands-on—running experiments, talking to operators and franchisors, launching campaigns, and driving pipeline yourself. This role is a strong fit for someone early in their career who wants to own a real business problem end-to-end.

Requirements

• You’re early in your career but have strong business judgment
• You’ve taken ownership of something ambiguous before
• You’re excited to do the work yourself—not just design strategy
• You’re comfortable navigating messy, multi-stakeholder environments
• 2–5 years of experience in consulting, banking, startups, GTM roles, or similar
• High ownership: you take responsibility for outcomes, not just tasks
• Scrappy: you find ways to get things done with limited resources
• Analytical: you use data to guide decisions and prioritize
• Clear communicator: you can tailor messaging to different audiences (operators vs HQ)

Nice To Haves

• MBA or equivalent experience is a plus, not required
• Exposure to SMBs, multi-location businesses, or operations-heavy industries is helpful

Responsibilities

• Figure Out the Franchise Motion (0 → 1)
• Understand how franchise systems buy (corporate vs franchisee vs both)
• Identify high-potential segments (e.g., QSR, fitness, home services, multi-unit operators)
• Test different entry points (top-down via franchisor vs bottom-up via operators)
• Run Fast Growth Experiments
• Launch scrappy tests across channels (events, outbound support, partnerships, content, paid)
• Try different GTM motions (corporate deals, multi-location bundles, pilot programs)
• Use results to determine what scales
• Be Close to Customers
• Talk directly to franchise owners, operators, and corporate teams
• Understand operational pain points (unit economics, reporting, cash flow, multi-entity complexity)
• Translate insights into messaging and acquisition strategies
• Execute End-to-End
• Build landing pages, write emails, run outreach, and launch campaigns yourself
• Stand up webinars or events tailored to franchise operators
• Move quickly with minimal process or support
• Own Pipeline
• Be accountable for generating qualified opportunities and contributing to revenue
• Partner closely with Sales to refine positioning and improve conversion
• Focus on what drives deals across different buyer types
• Build Early Partnerships
• Identify and engage franchise ecosystems (POS systems, franchise consultants, associations)
• Run co-marketing or co-selling experiments
• Help Pilot become relevant within franchise networks

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 additional wellness benefits
• Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
• 401(k) plan

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed