Intuit Inc

Group Manager, Pipeline Generation - Mid-Market Sales

Intuit Inc • $189K — $256K *
Sacramento, CA 95823In-Person
Business Services
8 - 10 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 10+ years in sales development, demand generation, or BDR leadership within B2B SaaS, fintech, or enterprise technology
  • 2+ years managing a BDR or SDR team
  • Proven success in building and scaling a BDR talent strategy
  • Experience with full-funnel pipeline generation targets
  • Strong cross-functional collaboration with Marketing and Channel leadership
  • Familiarity with lead scoring and qualification frameworks
  • Hands-on experience with CRM systems and sales engagement platforms

Responsibilities

  • Lead and manage a team of BDRs to achieve pipeline generation targets
  • Develop comprehensive BDR talent strategy for hiring, training, and performance management
  • Create BDR career pathways to improve retention and leading pipeline quality
  • Implement lead qualification best practices for high-quality lead delivery
  • Drive demand generation accountability for Mid-Market and Money pipeline
  • Collaborate with Marketing on campaign strategies to align and optimize BDR efforts
  • Enhance BDR operations using data and best-in-class tools for pipeline generation

Benefits

  • Competitive compensation package
  • Cash bonuses and equity rewards eligibility
  • Strong pay-for-performance approach
  • Regular pay comparisons across demographics for fair compensation
Full Job Description
We9re 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 team9s 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

Footer
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 (see more about our compensation and benefits at ). 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

About Intuit Inc

Intuit offers business and financial management solutions for SMBs, financial institutions, consumers, and accounting professionals. The company’s product portfolio includes TurboTax, a software solution that offers free tax filing, efile taxes, and income tax returns; Quicken; QuickBooks; Mint.com, and more. It also offers end-to-end solutions for online tax preparation, download products, mobile tax prep, mortgage interest and property tax, corporations tax, military tax, and more. Intuit was founded by Tom Proulx and Scott Cook in 1983 and is based in Mountain View, California. The company serves customers in North America, Asia, Europe, and Australia with offices in the United States, Canada, India, U.K., and Singapore.

Intuit Inc Careers

Join the dynamic team at Intuit Inc, a global powerhouse in financial software, where innovation, leadership, and diversity training are at the heart of everything we do. This is an unparalleled opportunity to advance your career with a company that is committed to empowering communities and small businesses with innovative financial solutions.

Work You’ll Do

At Intuit Inc, you’ll be part of a culture that cherishes innovation and values the unique perspectives of its team members. You will collaborate with some of the brightest minds in the industry, using your skills to influence the future of technology and finance. Our team at Intuit Inc is driven by the mission to power prosperity around the world, and you can be at the forefront of this transformation.

Explore Job Opportunities and Growth

Intuit’s career paths are as diverse as the innovative solutions we provide to millions. From finance to software engineering, our job opportunities span across multiple disciplines. Whether you’re looking for a full-time position, an internship, or leadership roles, Intuit offers a world of opportunities for professional growth. Our hiring process is designed to identify and attract professionals who are not only skilled but are also passionate about making a difference.

Professional Development and Benefits

Invest in your future with Intuit’s industry-leading benefits and professional development opportunities. Our employees enjoy comprehensive benefits that ensure their personal and professional satisfaction, including health, wellness, and continuous learning perks. At Intuit, we also understand the importance of diversity training and leadership development, providing various programs that foster an inclusive environment.

Join Our Team

Embark on a journey of growth and innovation at Intuit Inc. Search open positions that match your skills and interests. We are looking for curious, creative, and solution-driven team players. Prepare your resume, ace the interview, and join a team that’s committed to creating solutions that power prosperity around the globe.

Networking and Career Advancement

At Intuit Inc, networking and internal mobility are encouraged to foster professional growth and innovation. Connect with leaders and peers through our various networking events, mentorship programs, and collaborative projects. With support at every step of your career, the opportunities at Intuit are limitless.

Stay Connected

Keep up to date with the latest in career opportunities and company news at Intuit Inc. Personalize your subscription to receive job alerts, insider tips, and industry-leading insights that you can put to use today—all from the people who work here.

Explore Careers at Intuit Inc

Discover the exciting and rewarding career opportunities awaiting you at Intuit Inc. Let your ambition lead you to success. Join us in our mission to power prosperity and contribute to our journey of continuous innovation.

SEARCH INTUIT JOBS

READ CAREERS BLOG

At Intuit Inc, every role is a chance to innovate, grow, and make an impact. Join us, and together let's shape the future of finance.
Learn more about Intuit Inc
Size
13,500 employees
Market Cap
$107.4 billion
Industry
Consumer Technology
Net Income
$1.7 billion
Founded
1983
5 Year Trend
+19.6%
Revenue
$7.7 billion
NASDAQ
INTU
* Ladders Estimates

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at Intuit Inc

More Business Services Jobs

Find similar Group Manager, Pipeline Generation - Mid-Market Sales jobs:

NationwideSacramento, CA