The Role

Most lifecycle marketers manage email programs. This one owns a pipeline.

You'll be the senior IC responsible for lifecycle-influenced pipeline, expansion revenue from existing customers, and conversion efficiency across the full funnel-from trial activation through to post-sales growth. The motion works. Your job is to make it compound.

This isn't an execution-only role. You'll decide which behavioral and product usage signals matter, partner with our Data team to turn propensity models into actionable segments, and build the programs that move accounts through the funnel and into expansion. You'll work closely with Sales, our Consulting services team, Growth Marketing, and RevOps to make those plays land.

You'll report to the VP of Marketing and operate as a senior individual contributor. There are no direct reports, but you'll work with a team of senior specialists across growth marketing, marketing ops, content, growth engineering, and product marketing, giving you the infrastructure to build full-funnel programs without building a team from scratch.

This is a hybrid role based in either our San Francisco or Nashville office, with in-office presence required on Mondays, Tuesdays, and Thursdays.

What You'll Own

• Lifecycle pipeline. You own the programs that turn leads into SQLs through lifecycle-industry nurtures, referral programs, intent-based routing, and partnership channel conversion.
• Expansion revenue. Working with product usage signals and propensity model outputs, you'll identify expansion-ready accounts and activate lifecycle and account management plays for high-propensity tiers.
• Conversion efficiency. From trial activation and onboarding through early retention-activation rate and early churn are your metrics. You also own Lead  SQL conversion through lifecycle personalization and segmentation.
• Experimentation. Structured tests with documented hypotheses and results. Not just subject lines-program logic, timing, audience strategy, and channel mix.
• Champion AI and automation. Identify and use AI-powered tools to automatically detect friction points and hidden customer segments. Employ generative AI and dynamic content blocks to tailor messaging and educational assets per customer profile.
• Develop customer education strategies. In partnership with product, operations, and marketing teams to help prospects and customers fully realize the value of Pilot's solutions.

What Success Looks Like in Year 1

• Full program audit completed and quick wins shipped in the first 30 days
• Lifecycle-influenced Lead  SQL conversion measurably up
• Expansion plays live, running off propensity tiers, and attributed pipeline increasing QoQ
• A structured experimentation cadence with documented learnings rolling forward
• Weekly lifecycle reporting live and owned-you're the person who knows what's working and why

About You

You've owned lifecycle programs that are accountable to pipeline and revenue, not just engagement metrics. You know your way around an enterprise MAP at an architectural level, and you're as comfortable building complex triggered flows as you are making a strategic call about which segment to test next.

You're a strong enough writer to own lifecycle copy without leaning on a content team for every send. You can read cohort data and act on it, but you partner with data specialists on the modeling rather than building it yourself.

More specifically:

• 7+ years of experience in lifecycle marketing, customer marketing, or customer engagement roles, ideally within a B2B SaaS or high-growth environment
• Significant experience in Marketo. You build programs from scratch, not from templates
• A track record of owning pipeline or revenue metrics
• Proven track record of designing and executing successful lifecycle programs across multiple customer segments
• A structured approach to experimentation with clear hypotheses, meaningful tests, learnings that roll forward
• Skilled at analyzing customer data with the ability to translate cohort and funnel data into program decisions
• Hands-on experience collaborating with cross-functional stakeholders (product, engineering, customer success, sales)
• Working knowledge of Salesforce data models
• Solid deliverability and compliance fundamentals (SPF/DKIM, list hygiene, CAN-SPAM, CCPA)
• Comfortable navigating a fast-paced, startup environment

Nice to have:

• MAP certification (MCE or equivalent)
• B2B SaaS background, fintech or accounting-adjacent is a bonus

What We're Not Looking For

Someone who needs to build statistical models from scratch. We have a data team for that. What we need is someone who understands what a propensity model is telling them and knows exactly what to build next.