Principal Sales Strategy & Operations, Emerging Mid-Market

About the job

QuickBooks’ Emerging Mid-Market (EMM) business spans inbound and outbound sales, account expansion, upgrades, and desktop-to-cloud migrations. As a Principal Sales Strategy & Operations Lead, you will shape how this business grows: which customers to prioritize, which go-to-market plays to pursue, and where to invest.

You will independently lead strategic initiatives from problem definition through execution and measurement. Partnering with Sales leadership, Finance, Marketing, Customer Success, and Data & Analytics, you will turn customer and market insights into decisions, build alignment across teams, and remain accountable for business outcomes. This is a senior individual contributor role with broad influence across EMM.

Responsibilities

• Shape EMM growth strategy. Define ideal customer profiles, segmentation, and market opportunities across acquisition, expansion, and migrations. Recommend where to focus and what to deprioritize.

• Build and scale GTM plays. Lead initiatives from hypothesis and business case through launch and measurement. Use results to recommend where to scale, modify, or stop.

• Guide investment decisions. Evaluate channel economics, customer propensity, conversion, and seller productivity to inform coverage, resource allocation, and growth priorities.

• Develop an independent business point of view. Combine customer, competitive, and performance signals into clear recommendations for Sales leadership and Finance. Explain the opportunity, tradeoffs, and expected impact.

• Apply agentic AI to GTM. Build and test workflows that improve targeting, prospecting, experimentation, and sales productivity. Scale approaches with demonstrated business value.

• Lead cross-functional execution. Align teams on decisions, owners, and success measures; resolve obstacles and drive adoption of new plays, tools, and processes.

• Connect strategy to performance. Maintain a Finance-aligned initiative scorecard and revenue outlook, flag risks early, and partner with Sales Ops and Finance on forecasting and capacity implications.

Qualifications

• 10+ years in corporate strategy, GTM strategy, sales strategy and operations, or management consulting, with experience in SaaS or technology.

• A record of independently leading ambiguous, cross-functional initiatives from analysis through implementation and measurable business results.

• Strong strategic judgment in customer segmentation, market sizing, GTM design, and investment prioritization.

• Advanced analytical and financial modeling skills, with hands-on experience using Salesforce, BI tools, and Excel or Google Sheets to inform decisions.

• Hands-on experience building agentic AI workflows for GTM beyond chat-based use, using tools such as Claude Code, Codex, or comparable frameworks.

• Clear executive communication and the ability to influence senior stakeholders, challenge assumptions, and build alignment without formal authority.

• Bachelor’s degree in Business, Economics, Finance, or a related field.

Preferred

• 3-4+ years at a leading strategy consulting firm, such as McKinsey, Bain, or BCG, ideally followed by an operating role in technology.

• Experience with mid-market B2B SaaS sales, QuickBooks Advanced, or the SMB ecosystem.

• A portfolio or GitHub repository demonstrating AI GTM workflows; MBA a plus.

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 $212,000 - $287,000 New York $208,000- $281,500