Group Manager, Pipeline Generation – Mid-Market Sales

Overview

Intuit is a global technology platform that helps consumers and small businesses overcome their most important financial challenges. Serving approximately 100 million customers worldwide with TurboTax, QuickBooks, Intuit Enterprise Suite, Credit Karma, and Mailchimp, we believe that everyone should have the opportunity to prosper.

Within Intuit's Global Business Solutions Group (GBSG), the Mid-Market (MM) organization is one of our fastest-growing bets, built to be the best business solution in the industry for companies with complex, evolving needs. As we scale Mid-Market into a category-leading business, we're investing in the talent, systems, and demand engine required to compete and win at scale. Mid-Market customers expect personalized, high-touch engagement backed by deep industry expertise, and our go-to-market strategy is built to deliver exactly that across direct, channel, and partner-influenced motions.

We're looking for an experienced demand generation and sales development leader to build and run a world-class BDR organization and own our broader pipeline and demand generation strategy end-to-end. This is both a talent leadership role and a strategic pipeline ownership role: you will be accountable for the people, cross-functional engagement, influencing and building processes, and the numbers for Mid-Market pipeline.

Responsibilities

What You Will Own:

BDR Team Leadership & Talent Strategy

Lead, coach, and manage a team of BDRs and frontline BDR managers to consistently meet or exceed pipeline generation targets

Own the BDR talent strategy end-to-end: hiring profile and sourcing, ramp and certification for new BDRs with time-to-productivity as a tracked metric, ongoing skill development, and performance management

Build and own the BDR career pathway and promotion framework (e.g., BDR AE progression) as a retention and pipeline-quality lever

Develop frontline BDR managers as people leaders, not just individual coaches - building bench strength for the org as it scales

Implement and continuously refine lead qualification best practices to ensure the team delivers high-quality, sales-ready leads to the sales organization

Evaluate best in class approaches to optimize for talent, speed, and technology, inclusive of AI capabilities, and talent sourcing.

Full-Funnel Pipeline & Demand Generation Strategy

Own overall pipeline and demand generation accountability across Mid Market and Money

Build and own a pipeline coverage model and forecast pipeline sufficiency, not just activity

Own source-of-pipeline attribution and reporting in partnership with our cross-functional channel peers so leadership has one true, shared picture of demand health

Co-own with Marketing/ Marketing Ops a lead scoring and routing model that optimizes for conversion

Recommend and influence the selection, implementation, and optimization of tools and technologies that enhance pipeline generation - CRM, lead scoring, and sales enablement platforms

Cross-Functional Pipeline Visibility & Direction

Serve as the connective tissue between Marketing, Channel, and Sales leadership - maintaining a single, shared view of pipeline health, source, and coverage across all three motions

Partner closely with Marketing on campaign strategy and execution, ensuring BDR capacity and qualification criteria are calibrated to campaign volume and timing, and that outbound targeting is coordinated with account-based marketing (ABM) plays rather than running in parallel

Partner with Channel leaders to align partner-sourced and partner-influenced pipeline with direct BDR efforts, closing coverage gaps and avoiding overlap

Align with Mid Market and Money sales leadership on goals, priorities, and messaging; co-develop and execute go-to-market strategies and sales plays, and make informed recommendations on what leads and plays should be executed by BDRs, AEs, and partners to drive pipeline results

Run a consistent feedback loop across BDR, Marketing, Channel, and Sales to refine lead generation and qualification criteria based on real-time field insights

Represent a unified pipeline generation point of view in cross-functional and leadership forums, surfacing BDR and AE capacity, output, and risk.

Best-in-Class Execution

Drive the implementation of 3rd and 1st party intent data and signal-based prioritization into BDR/AE targeting and account selection

Own sales engagement platform execution strategy including sequence design, messaging testing and optimization

Run a data-driven experimentation cadence - treating the outbound motion as a testable system across channel mix, cadence, and messaging with regular test-and-learn cycles

Provide input on BDR compensation plan design tied to pipeline quality (e.g., accepted/qualified opportunity rate), not just activity volume

Ensure BDRs are well-versed in product offerings and market trends through close coordination with Product Management and Marketing

Qualifications

Who You Are:

You have built or scaled a BDR or sales development organization before, and you know the difference between a team that generates activity and one that generates pipeline. You think about demand generation as a system - people, process, data, and tools - and you take ownership of the whole funnel, not just the piece your team directly touches.

You are a strong people leader first: you hire well, coach relentlessly, and build career paths that make people want to stay and grow. You are also a credible cross-functional operator, comfortable being the connective tissue between Marketing, Channel, and Sales, and trusted to represent a unified pipeline point of view in front of leadership.

Qualifications:

Required

10+ years of experience in sales development, demand generation, or BDR leadership within a B2B SaaS, fintech, or enterprise technology company, including 2+ years directly managing a BDR or SDR team

Demonstrated track record building and scaling a BDR talent strategy - hiring, ramping, developing, and promoting BDRs into next-level roles, and experience with multiple talent sources including outsourced models, and AI-solutions.

Experience owning pipeline generation targets and being held accountable for full-funnel coverage and quality, not just team activity metrics

Strong cross-functional collaboration skills, with direct experience partnering with Marketing and/or Channel leadership on pipeline strategy

Working knowledge of lead scoring, routing, and qualification frameworks

Hands-on experience with CRM (Salesforce or similar), sales engagement platforms (Outreach/Salesloft), and pipeline/attribution reporting

High comfort with data: able to pull insights from pipeline and activity dashboards and translate them into a clear point of view that drives action

Excellent written and verbal communication skills, with the ability to represent your team's point of view credibly in cross-functional and leadership settings

Preferred

Background in mid-market or enterprise sales, revenue operations, or GTM strategy

Experience with intent/signal-based prioritization tools (6sense, ZoomInfo, Bombora)

Experience partnering on or contributing to BDR compensation plan design

Prior exposure to MEDDIC, Challenger, or other structured sales methodologies

Experience with ERP, accounting software, or fintech products

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Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs ( 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:

Sacramento $189,500 - $256,000