About this role
About the Role Emerging Mid-Market is a high-leverage growth initiative within QuickBooks. This role sits at the intersection of strategy and operations, responsible for defining who we target, designing the plays that win them, tracking what those plays produce, and translating results into a revenue view trusted by leadership and Finance. It is equal parts strategist and operator, analytical enough to be trusted with the numbers and strategic enough to do something useful with them. What You'll Do
- 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
- 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
- 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 What We're Looking For
- 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 has 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 growth