Emerging Mid-Market is one of QuickBooks’ highest-leverage growth bets — a fast-growing, multi-channel motion spanning inbound and outbound, account-based hunting, upgrades and migrations, and the Advanced product line. The growth has outpaced the operating infrastructure built to manage it. This role sits at the intersection of strategy and operations: defining who we target, designing the plays that win them, tracking what those plays produce, and translating it all into a revenue view that leadership and Finance trust. It is equal parts strategist and operator — analytical enough to be trusted with the numbers, strategic enough to do something useful with them.

Responsibilities

Strategy & GTM

• Define and refine ICPs, customer segmentation, and market sizing to drive EMM targeting and coverage

• Design, launch, and measure Go-to-Market plays end to end — bringing a clear double-down / modify / cut recommendation

• Develop new initiative concepts grounded in propensity, conversion, capacity, and competitive signal

Performance Tracking & Sales Operations

• Own the Emerging Mid-Market initiative scorecard across channels — units, revenue line of sight, confidence, and week-over-week trend

• Build and maintain a Finance-reconciled units-to-revenue view, plus durable forecasting and capacity models

• Flag initiative risk early — with root cause and recommendation — before quarter end, not after

Cross-Functional & Executive

• Partner with Sales Ops, Data & Analytics, Finance, Customer Success and Marketing on durable reporting and lead-quality alignment

• Prepare executive-ready narratives — number-first, diagnostic, and requiring minimal rework

• Drive adoption of new tools, reports, and processes across the team

Qualifications

The strongest candidates bring the operating toolkit of a top-tier management consulting firm — and the judgment to apply it in-house, inside a fast-moving sales organization.

Required

• 5–8+ years in Sales Strategy, GTM strategy, sales operations, or management consulting at a SaaS or technology company — ideally including time at a top-tier consulting firm

• Strong analytical skills — translating complex data into clear, actionable recommendations; proficiency with Salesforce reporting, Tableau, and Excel

• Exceptional AI GTM fluency -- knows and have experience running agentic AI GTM stack using state of the art tools & framework beyond chat (e.g., Claude Code, Cowork, Codex, Antigravity)

• Demonstrated success designing, launching, and measuring GTM plays that drove measurable business outcomes

• Excellent communication, presentation, and interpersonal skills, with the ability to influence stakeholders at all levels

• Deep understanding of the sales lifecycle, sales methodologies, and B2B SaaS sales processes, ideally in a mid-market or enterprise context

• Comfort in a fast-paced, dynamic environment; Bachelor’s in Business, Marketing, Economics, or a related field (MBA a plus)

Preferred

• 2+ years at a top-tier management consulting firm (e.g., McKinsey, Bain, BCG), with a track record of moving from analysis to implementation

• Prior Sales Operations, Revenue Operations, Business Analytics, or Strategy experience at a high-growth technology company

• Familiarity with QuickBooks Advanced or the SMB / Emerging Mid-Market segment

• Github repositories to showcase AI Go-to-Market use cases (e.g., AI SDR, agentic growth marketing)

Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position will be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit®: Careers | Benefits). Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender.

The expected base pay range for this position is:
Mountain View $163,000 - $220,500
New York $164,500- $222,500