Director Sales - Workforce Solutions jobs at Intuit in United States, Atlanta

• Develop and execute a comprehensive pipeline generation strategy aligned with the sales objectives of the Mid Market and Money teams
• Lead, mentor, and manage a team of 100 BDRs to meet or exceed pipeline generation targets
• Implement best practices for lead qualification processes to ensure the BDR team delivers high-quality, sales-ready leads to the sales teams
• Oversee the selection, implementation, and optimization of tools and technologies that enhance pipeline generation, such as CRM systems, lead scoring models, and sales enablement platforms
• Work closely with the Mid Market and Money sales leadership to ensure alignment on goals, priorities, and messaging. Collaborate on the development of go-to-market strategies and sales plays
• Establish a feedback loop between the BDR and sales teams to continuously refine lead generation and qualification criteria based on real-time insights from the field
• Partner with marketing teams to design and execute campaigns that drive lead generation
• Provide input on messaging, content, and tactics to ensure marketing efforts support BDR objectives
• Work with product management and marketing teams to ensure the BDRs are well-versed in product offerings and market trends, enabling them to engage effectively with prospects
• Build strong relationships with leaders in other departments, such as Marketing, Product, and Customer Success, to ensure alignment and support for pipeline generation initiatives

• BA/BS degree
• 10+ years of experience in sales, pre-sales, or business development, with at least 5 years in a leadership role overseeing large teams
• Proven track record of leading and scaling large BDR or sales teams, with a focus on pipeline generation and lead strategy
• Strong strategic planning skills, with the ability to develop and execute effective lead generation strategies
• Proficient in using data and analytics to drive decisions and optimize performance
• Excellent verbal and written communication skills, with the ability to influence and engage stakeholders at all levels
• Demonstrated ability to work collaboratively across departments to achieve shared goals
• Experience with CRM systems, sales enablement tools, and lead scoring models

As the, you will:

Leadership & Team Management:

• Build a world-class Sales Development organization by coaching and motivating leaders to drive performance, accountability, and continual improvement.
• Lead BDR Managers and their respective teams of BDRs to deliver on business objectives
• Foster a culture of collaboration, innovation, and excellence, attracting and retaining top talent.

Strategy & Execution:

• Define and execute the vision, strategy, and roadmap for sales development, aligned to the growth objectives of our mid-market new business sales team.
• Partner with Marketing, Sales, and other cross-functional teams to create and refine demand generation strategies and lead qualification processes.
• Develop frameworks to ensure quality handoffs from Marketing to BDRs and then to the Mid-Market Account Executives.

Pipeline Growth:

• Drive sustainable pipeline generation through outbound prospecting, inbound lead qualification, and ecosystem partner channel development.
• Ensure that the BDR team delivers high-quality opportunities that convert into closed deals, contributing to the growth of the mid-market segment.
• Use data-driven insights and metrics to continuously refine strategy, processes, and resource allocation for maximum pipeline impact.

Operational Excellence:

• Establish scalable systems, processes, and tools to improve team efficiency and productivity.
• Implement and maintain rigorous performance tracking, forecasting, and reporting mechanisms to ensure alignment with corporate goals.
• Collaborate to enhance lead scoring models, CRM workflows, and Sales-Marketing alignment.

Coaching & Development:

• Act as the primary mentor for BDR Managers, ensuring they are equipped to coach their teams effectively.
• Develop and execute training programs to continuously upskill the BDR team on prospecting techniques, product knowledge, and industry insights.
• Encourage feedback and foster an environment of experimentation to refine go-to-market efforts.

Cross-Functional Collaboration:

• Partner closely with Mid-Market Sales leaders to ensure alignment between Sales Development and New Business goals.
• Work hand-in-hand with Marketing to optimize demand generation campaigns and outbound messaging strategies.
• Represent the Sales Development function in executive leadership meetings, sharing insights, challenges, opportunities, and results.

• Experience:
  • 10+ years of experience in sales development, business development, or new business sales roles, with 5+ years in leadership positions managing managers and teams.
  • Proven success building and scaling sales/BDR teams within a fast-growth, scrappy, or startup-like environment, especially around new market segments.
  • Deep understanding of mid-market sales dynamics and long-cycle consultative selling.
• Leadership:
  • Exceptional leadership skills with a proven track record of inspiring and motivating teams to deliver results.
  • Experience coaching leaders to cultivate talent and scale organizations effectively.
  • Executive presence with the ability to influence and communicate effectively across all levels of the organization.
• Strategy & Results:
  • Demonstrated ability to define and execute innovative strategies that drive pipeline growth in alignment with business priorities.
  • Hypothesis-driven and analytical thinker with a data-informed approach to optimizing processes and decision-making.
• Collaboration:
  • Strong cross-functional experience working with Marketing, Sales, and Revenue Operations to drive shared initiatives.
  • Ability to build trusted relationships across teams and functions, empowering alignment and shared accountability.
• Technical Skills:
  • Expertise with CRM tools (e.g., Salesforce), sales enablement platforms, and analytics frameworks for data-driven decision-making.
  • Familiarity with modern outbound techniques (e.g., sequencing tools, LinkedIn Sales Navigator, etc.).
• Cultural Fit:
  • Entrepreneurial mindset and willingness to roll up your sleeves to build from the ground up.
  • Customer-obsessed with an unwavering commitment to delivering value.

Transformational Leadership:

• Lead a team consisting of Sales Engineers, Solution Consultants, and Specialist Sellers, managing leaders who, in turn, oversee their respective teams.
• Develop a strategic vision that transforms the Sales Engineering function into a best-in-class organization capable of scaling with the rapid growth of our mid-market business.
• Inspire and motivate teams to embrace a collaborative and customer-first culture focused on delivering measurable outcomes.

Strategic Alignment:

• Act as the primary liaison between Sales, Product, and Marketing to align Sales Engineering efforts with key business priorities.
• Collaborate with Product and Engineering teams to influence the product roadmap based on customer insights and field feedback.
• Translate product capabilities into compelling competitive advantage narratives that bolster the sales team’s ability to successfully position solutions.

Sales Enablement:

• Establish frameworks for technical demonstrations, product walkthroughs, and consultative selling methods that enhance buyer confidence and move deals through the funnel.
• Partner closely with the sales team to identify opportunities for improving attach rates for complementary and ancillary products.
• Drive the implementation and adoption of new tools, processes, and systems designed to streamline solution-selling.

Operational Excellence:

• Design scalable operating mechanisms that enable the Sales Engineering function to deliver consistent impact across teams and customers.
• Set clear priorities, establish performance standards, and track KPIs to measure success and drive continual improvement.
• Proactively anticipate business needs, plan for future growth, and identify opportunities for process optimization.

Team Development:

• Coach and mentor managers, ensuring they are equipped to lead high-performing teams and foster career growth for their employees.
• Build and scale training programs that strengthen product knowledge, technical expertise, and consultative selling skills across the function.
• Create an inclusive, high-energy environment that attracts and retains top talent with diverse skill sets.

Insights & Cross-Functional Collaboration:

• Actively gather and synthesize customer, market, and sales insights, delivering actionable recommendations that inform marketing, product, and operational strategies.
• Bring an external perspective and customer-centric voice to Product and Engineering, advocating for features, tools, and investments that address unmet market needs.
• Represent the Sales Engineering function as a thought leader across executive forums, internal partners, and customer engagements.

• Leadership & Strategy:
  • 5+ years of leadership experience in Sales Engineering, Pre-Sales, Solutions Consulting, or a related function, with 3+ years managing leaders and scaling teams.
  • Proven track record of transforming technical sales organizations into strategic, outcome-focused partners to Sales and Product.
  • Strong executive presence, with the ability to influence and communicate effectively across teams, levels, and organizational boundaries.
• Sales & Technical Experience:
  • Prior experience in SaaS, marketing, or B2B software sales, including a deep understanding of solution-selling and technical enablement processes.
  • Demonstrated ability to improve attach rates and adoption of ancillary/complementary products through sales team enablement and improved messaging.
  • Experience working closely with Product teams to drive actionable insights, influence roadmaps, and create alignment between field operations and product development.
• Operational Excellence:
  • Strong analytical skills with the ability to assess performance, identify opportunities, and design scalable processes and systems.
  • Expertise in using data to track KPIs, improve outcomes, and inform decision-making at every level of the organization.
  • Proficiency with CRM tools (e.g., Salesforce) and sales enablement platforms, as well as familiarity with technical demo tools and systems.
• Personal Qualities:
  • Strong emotional intelligence, empathy, and ability to inspire teams at all levels.
  • Exceptional problem-solving skills and comfort leading teams in dynamic, evolving environments.
  • Unwavering customer obsession and a “roll up your sleeves” attitude that thrives in collaborative, fast-paced settings.

• Set the vision and strategy for how to win with our workforce solutions offerings across all audiences - SMB, Mid-Market, Accountant; align cross-functional partners against operational plans, playing a key role in product and GTM for these offerings
• Build and lead a sales team that consistently meets and exceeds revenue goals
• Develop sales motions that maximize coverage and, ultimately, increases penetration of our workforce solutions to existing customers and attach rates to new customers
• Attract, develop and retain a high-performing sales team with strong HR tech sales backgrounds focused on building deep customer relationships
• Develop strategic and tactical plans in response to sales performance, pipeline and forecast data
• Design and execute a modern sales playbook to unlock sales productivity and ensure resources are deployed to highest ROI opportunities
• Refine internal processes, tools, systems and metrics to ensure operational excellence
• Effectively balance domain expertise and leadership capability to drive impact and results

• BA/BS degree. Equivalent work experience will be considered.
• 10+ years of experience in SaaS /enterprise sales leadership or similar role within a B2B environment – specific experience serving Mid market customers – HR Tech experience preferred
• Expertise in modern sales processes, digital platforms, pricing models, measurement platforms, technology trends, customer buying patterns and budgeting
• Strong sales and business development expertise, with a solid understanding of sales disciplines, enterprise sales and account management
• Proven history of meeting and exceeding sales goals and driving YOY growth
• Experience growing leaders and leading large, distributed sales teams
• Strong analytical skills with the ability to analyze complex data sets
• Excellent communication, interpersonal, presentation and leadership skills
• Demonstrates E2E thinking with multi-disciplinary experience & assignments

This exciting and challenging position requires a deep understanding of SaaS offerings and related sales methodologies and processes. In addition, experience in leading inbound & outbound sales motions across Phone, Chat & Campaigns to accelerate operational efficiencies will be critical. You will utilize in-depth knowledge of sales tools, techniques, and methodologies, as well as the customer experience and the marketing ecosystem, in order to accelerate growth in our online & money portfolios.

• Build and Scale a World-Class Sales Team : Lead and scale a high-performing sales organization of 50+ team members, including multiple layers of management (Managers & Sr. Managers). This includes attracting, developing, and retaining top sales talent through robust mentorship and professional development programs.
• Foster a Culture of Extreme Ownership: Foster a culture of accountability, continuous improvement, and collaboration, emphasizing high performance and ongoing professional development.
• Drive Explosive Revenue Growth: Drive aggressive revenue targets by setting bold goals, ensuring accountability, and executing strategic sales plans to deliver exceptional results. Identify and capitalize on new market opportunities within the SMB and Mid-Market segments to significantly grow market share.
• Champion our Money Ecosystem: Act as a passionate advocate and subject matter expert for our comprehensive suite of money solutions, including payment processing, lending, and cash flow management tools. Deeply understand the unique needs of SMB and Mid-Market Businesses to deliver tailored, value-added solutions that accelerate their growth.
• Drive Data-Driven Sales Performance: Leverage robust data and analytics to inform strategic sales decisions, optimize processes, and manage the sales pipeline effectively. Provide accurate sales forecasts and comprehensive performance reporting to the executive leadership team, identifying key trends and areas for growth.
• Collaborate and Influence : Partner effectively with cross-functional teams (Product, Marketing, Finance, Operations) to ensure seamless go-to-market execution, a unified customer experience, and maximized sales effectiveness.
• Drive Change & Innovation: Serve as a key change agent, driving innovation and continuous improvement across the sales organization. Identify and implement new strategies and tactics to enhance seller efficiency, optimize sales performance, and elevate customer satisfaction.

• 10+ years of experience in fintech / SaaS sales leadership or similar role within a B2B environment serving SMB/Mid-Market customers & at least 5 years managing a sales organization of 35+ individuals, including multiple layers of management (Managers & Sr. Managers).
• Proven track record of consistently exceeding aggressive revenue targets and driving significant growth in a competitive, fast-paced environment.
• Deep expertise in SaaS sales methodologies, processes, and tools, with a strong understanding of how to optimize sales funnels for efficiency and scale.
• Extensive experience leading and scaling multi-channel sales motions (inbound & outbound) across phone, chat, and digital campaigns.
• Strong business acumen and financial literacy, with the ability to understand and articulate the value of financial solutions (payments, lending, cash flow) to mid-market businesses.
• Exceptional leadership, coaching, and talent development skills, with a demonstrated ability to attract, retain, and inspire high-performing sales teams.
• Proficiency in leveraging data and analytics for strategic decision-making, sales forecasting, pipeline management, and performance reporting.
• Excellent communication, negotiation, and interpersonal skills, with the ability to influence stakeholders at all levels, both internally and externally.
• Passion for Customer Success: A genuine commitment to helping Mid-Market Businesses thrive by providing them with the financial tools and resources they need to succeed.

As the Director of Sales Operations for Mid-Market, you will be responsible for providing strategic leadership and direction to our sales operations function. You will work closely with the senior leadership team to design and implement sales strategies, processes, and tools that drive revenue growth and operational efficiency. You will also shape and manage the cross-functional execution of the most critical transformation initiatives of the Sales organization.

• Collaborate with the Sales & Mid Market leadership team to define and implement sales operations strategies aligned with company goals and objectives
• Oversee and execute annual and quarterly revenue targets,, headcount and productivity targets
• Lead the MM Rhythm of the Business Cadences including Business Performance and Pipeline Inspection to bring insights and drive action across the MM Sales teams.
• Continuously evaluate and optimize processes to maximize sales effectiveness and efficiency
• Implement and maintain effective tools and methodologies to track and manage the sales pipeline, providing visibility into future revenue streams
• Partner with Sales Enablement to land the sales enablement strategy and initiatives that arm the sales teams with the tools, technologies, training and processes needed to sell more effectively and efficiently
• Work closely with Sales Innovation, and GTM Tech Ops to ensure seamless integration and alignment of sales technologies with sales processes
• Shape, deploy, and manage the execution of the critical sales team initiatives through strong project management and effective collaboration with internal stakeholders to drive alignment and achieve company goals
• Build and lead a high-performing sales operations team, providing coaching, mentorship, and development opportunities to ensure team members are motivated and engaged

• 10+ years of experience in sales operations or revenue operations leadership roles, preferably in the Mid-Market, SaaS industry or a similar field
• Strong analytical and problem-solving skills, with the ability to interpret data and provide actionable insights
• Excellent project management and organizational skills, with the ability to prioritize and manage multiple initiatives simultaneously
• Deep understanding of sales processes, methodologies, and best practices
• Deep understanding of revenue operations strategies, including demand generation waterfalls, and top of funnel growth strategies
• Exceptional communication and interpersonal skills, with the ability to influence and collaborate with stakeholders at all levels
• Results-oriented mindset with a focus on continuous improvement and achieving targets
• Strong leadership skills with demonstrated ability to lead change and drive execution.

As a Sales Strategy and Operations Manager, you’ll drive strategic, data-driven decisions, as well as elevating the day to day operations, to support sales strategies and shape Mailchimp’s strategic vision.

• Work with all Sales teams including Scaled and Mid-Market sales leaders
• Develop analytical models to forecast sales growth and quotas, and track initiatives
• Lead compensation planning and execution
• Use SQL, MS Excel, Google Sheets, and/or Salesforce to develop, maintain, and automate insights on sales activities, lead management, quotas, and KPIs
• Generate insights through visualizations and advanced analytics
• Monitor, investigate, and analyze sales data to provide a complete picture of sales productivity, revenue, campaigns, and activities
• Develop narratives and recommendations from analyses, build presentations, and present findings to stakeholders
• Identify the need for new processes, clarify goals and responsibilities, and lead implementation and improvement efforts

• 5-7 years of relevant experience in sales operations, revenue operations, or sales support, focused on strategic and operational impact
• 2-3 years of experience working with customer-facing teams, especially Inbound and SDR
• Experience leading complex projects/programs or organizational change
• Strong analytical and problem-solving skills (simplifying complex problems and developing data-backed solutions)
• Strong business acumen and creativity
• Excellent communication and presentation skills
• Strong interpersonal skills and ability to influence stakeholders

Points

• Experience being on or working with customer-facing teams (especially Inbound and SDR)
• Bachelor's or Graduate degree (business, analytics) or equivalent work experience