Mid Market Business Development Rep jobs at Intuit in United States, Atlanta

In this role, you will configure and enhance Workday Talent and Performance solutions, working closely with cross-functional partners to drive impactful, data-informed outcomes. This role requires deep functional knowledge of Workday, strong systems thinking, and hands-on experience in configuration, testing, and business process design.

• Serve as a subject matter expert for Workday Talent and Performance modules.
• Configure and maintain system capabilities; troubleshoot and resolve issues.
• Translate business needs into scalable solutions by leveraging Workday functionality.
• Collaborate with People & Places (Intuit HR) and cross-functional stakeholders to co-design end-to-end solutions that enhance employee experience and business results.
• Partner with functional and technical product owners to capture requirements, create system documentation, testing strategy, and implementation planning.
• Provide functional input to change management materials.
• Use data analysis to drive adoption, monitor outcomes, and inform product roadmaps.
• Identify and recommend enhancements to improve process and system performance.
• Collaborate across PART to drive knowledge sharing activities.

Bay Area California $135,000 - $182,500

Southern California $124,500 - $168,500This 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

• Bachelor’s degree in Information Technology, Computer Science, Business, or related field. Equivalent experience will be considered.
• 5+ years of experience configuring and managing Workday Talent and Performance.
• Strong understanding of HR processes including career development, skills, internal mobility, performance, and talent acquisition workflows.
• Hands-on expertise with system configuration, data analysis, testing, and Workday security/reporting.
• Workday Talent & Performance Certification strongly preferred.
• Collaboration and communication skills across teams and levels.
• Ability to navigate a fast-paced, dynamic environment with multiple priorities.
• Strong analytical thinking and ability to conduct system gap analysis and recommend solutions.
• Experience implementing projects involving Workday Extend strongly preferred.
• Working knowledge of Workday security and reporting.

• 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

• Serve as a dedicated trusted advisor, ensuring customers fully leverage IES to meet their business needs.
• Own the customer lifecycle, driving product adoption and customer satisfaction.
• Conduct regular check-ins, business reviews, and proactive outreach to assess customer health and provide guidance.
• Guide customers on high level IES features, best practices, and AI-powered insights to improve efficiency and growth.
• Act as a customer advocate, anticipating challenges and coordinating with internal teams (Sales, Support, Product) to resolve issues efficiently.
• Monitor key customer success metrics, such as health scores, usage trends, and retention indicators, to identify risk and expansion opportunities.
• Proactive identification of additional Intuit product ecosystem solutions to bring value to customers needs, and collaboration with Account Managers to introduce relevant products and services.
• Lead churn prevention strategies, ensuring customers see long-term value and remain engaged.
• Provide consistent feedback to support teams, influencing enhancements that better serve mid-market businesses

• 3+ years of experience in Customer Success, Account Management, or B2B Client Engagement.
• Experience working with mid-market customers, particularly in industries that require multi-entity financial management, inventory tracking, and AI-driven forecasting.
• Proven track record of driving product adoption, improving retention, and delivering business value.
• Strong problem-solving skills with the ability to proactively identify risks and implement solutions.
• Excellent communication and relationship management skills, capable of guiding customers at all levels.
• Experience in SaaS, cloud-based enterprise solutions, or financial management platforms.
• Ability to work cross-functionally with Sales, Support, and Product teams to drive seamless customer experiences.
• Data-driven mindset with proficiency in customer success tools (e.g., Quickbase, Salesforce) and analytics dashboards.

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.

Strategic Prospecting and Lead Generation:

• Conduct in-depth research to identify high-potential Mid-Market clients who can benefit from our QuickBooks solutions
• Leverage various channels, including online research, social media, industry events, and professional networks, to uncover new opportunities
• Qualify leads based on predefined criteria, assessing their fit and readiness for our offerings
• Develop and execute targeted outbound prospecting campaigns, utilizing cold calling, personalized email outreach, and other creative techniques to engage decision-makers

Relationship Building and Needs Assessment:

• Initiate meaningful conversations with key stakeholders in Mid-Market organizations, establishing trust and credibility
• Demonstrate active listening skills to uncover prospects' unique pain points, challenges, and business objectives related to financial management and accounting
• Build and maintain strong relationships through regular communication, value-added interactions, and a consultative approach

Appointment Setting and Sales Enablement:

• Coordinate and schedule high-impact meetings and product demonstrations for our sales team, ensuring seamless handoffs and well-prepared prospects
• Manage calendar availability and optimize scheduling to maximize productivity and minimize conflicts
• Equip prospects with relevant information, resources, and insights to pique their interest and prepare them for meaningful engagements with our sales team

Sales Support and Collaboration:

• Work closely with the sales team to ensure a smooth and efficient lead handoff process, providing comprehensive background information and context
• Assist in the development of customized proposals, presentations, and value propositions tailored to the unique needs of Mid-Market QuickBooks prospects
• Diligently track and update lead statuses, interactions, and outcomes in our CRM system, maintaining accurate and up-to-date records

Market Intelligence and Insight Generation:

• Stay abreast of industry trends, competitor activities, and Market dynamics specifically relevant to the Mid-Market segment and QuickBooks landscape
• Gather and synthesize valuable insights to inform strategic decision-making for our Marketing, product, and sales teams
• Contribute to the development of targeted messaging, value propositions, and go-to-Market strategies for the Mid-Market QuickBooks segment

• Bachelor's degree in Business, Marketing, or a related field preferred. Relevant experience in sales, lead generation, or business development, particularly in the Mid-Market segment, is a strong asset
• 2-5 years of experience in sales or as a BDR
• Exceptional communication skills, with the ability to articulate value propositions persuasively and build rapport with diverse stakeholders
• Strong interpersonal skills, with a talent for establishing and nurturing professional relationships based on trust, empathy, and mutual respect
• Self-motivated and results-driven, with a proactive mindset and a relentless focus on achieving goals and driving revenue growth
• Proficiency in CRM software (e.g., Salesforce, HubSpot) and a keen understanding of lead tracking and management best practices
• Proven ability to thrive in a fast-paced, dynamic environment, adapting quickly to changing priorities and embracing new challenges with enthusiasm
• Curiosity and a continuous learning mindset, staying updated on industry trends, customer needs, and emerging opportunities in the Mid-Market QuickBooks space

• Strategic Leadership & Program Management:
  • Define and continually evolve the IES implementation strategy, ensuring alignment with Intuit's FY25 strategic priorities, including Unified Onboarding, Accelerating Time to Value, driving Feature Adoption, enhancing Value Realization, and reducing Customer Friction.
  • Oversee the entire implementation lifecycle for high-value IES accounts, from initial client consultation and needs assessment through complex configuration, data migration, system integration, and post-implementation optimization.
  • Lead the "Implementation Expert pilot" to gather scalable learnings, aiming to reduce product support contacts and improve fast start/onboarding Net Promoter Score (NPS).
  • Drive initiatives to standardize and streamline implementation processes, workflows, and playbooks, ensuring consistency and scalability across the organization.
  • Manage the implementation program's P&L to ensure efficient resource allocation and cost-effectiveness.
• Team Leadership & Organizational Development:
  • Build, recruit, hire, and onboard a high-quality team of Implementation Experts, focusing on candidates with deep technical product expertise, strong accounting principles, and consultative skills.
  • Provide strong mentorship, coaching, and professional development opportunities to cultivate a high-performing, engaged, and continuously learning team.
  • Define clear roles, responsibilities, and performance expectations for the Implementation Expert team, ensuring seamless alignment with other customer-facing roles such as Customer Success Managers (CSMs), Professional Services (PS), and Product Support.
  • Effectively manage team utilization, workload distribution, and capacity planning to optimize efficiency and ensure service quality for high-value accounts.
• Customer Progress & Value Realization:
  • Ensure rapid time-to-value for IES customers by accelerating setup, configuration, and initial product utilization.
  • Drive feature adoption by guiding customers to effectively leverage IES capabilities, particularly in complex multi-entity environments.
  • Oversee the successful integration of IES with other systems and attached products like Payroll, Payments, Time, and Mailchimp, ensuring a comprehensive solution.
  • Collaborate with CSMs to ensure that success plans are aligned with implementation outcomes, ultimately driving long-term customer success and return on investment.
• Process Optimization & Operational Excellence:
  • Identify and eliminate friction points within the implementation journey, leveraging insights derived from customer feedback, support tickets, and internal process analyses.
  • Champion the adoption of unified tools and systems, such as Salesforce CXM, to establish a single source of truth for all customer data and implementation progress.
  • Implement automation for routine tasks within the implementation process to increase efficiency and consistency.
  • Develop and maintain accurate and timely documentation of implementation processes, configurations, and best practices.
• Cross-Functional Collaboration:
  • Establish and maintain strong, collaborative relationships with Account Managers (AMs), Customer Success Managers (CSMs), Professional Services (PS), Product Development (PD), and Product Support teams to ensure seamless handoffs and integrated customer experiences.
  • Act as a key liaison between implementation, product, and sales, providing expert input during pre-sales activities and relaying customer feedback for product improvements.
  • Partner with analytics teams to define and track key performance indicators (KPIs) for implementation success.
• Reporting & Performance Management:
  • Establish and regularly report to executive leadership on key metrics related to implementation progress, user adoption, and customer friction reduction for high-value accounts.
  • Analyze data to identify trends, root causes of issues, and opportunities for process improvement and strategic intervention.

• Educational Background: Bachelor’s degree in Accounting, Finance, Business Administration, Computer Science, Information Systems, or a closely related field is required. A CPA certification or relevant industry certifications, such as those in ERP project management, are highly preferred.
• Years of Experience : Minimum of 7-10+ years of progressive experience in software implementation or consulting is essential, with at least 3-5 years in a leadership or management role overseeing implementation teams for enterprise-level software.
• Technical Product Expertise : Deep blend of technical product expertise across the IES ecosystem, encompassing core accounting, payroll, payments, and especially multi-entity environments. Strong understanding of accounting principles is crucial. Experience with data migration, system configuration, and third-party integrations is also a critical requirement.
• Proven Track Record : Demonstrated success in leading end-to-end ERP or financial software implementations for complex businesses, including a history of driving rapid time-to-value, feature adoption, and value realization. Evidence of completing a significant number of full-cycle implementation projects (e.g., 15+ projects cited in competitor profiles) would be highly advantageous.
• Organizational Leadership & Team Management : Proven track record of effective people management, including coaching, mentoring, developing, and scaling high-performing teams in diverse environments. Ability to foster a collaborative team environment is paramount.
• Strategic & Analytical Acumen : Ability to think strategically about service offerings, delivery models, and go-to-market plans. Strong analytical, problem-solving, and critical-thinking skills, coupled with meticulous attention to detail. Capacity to use data-driven approaches to understand team dynamics and identify areas for improvement.
• Communication & Stakeholder Management : Exceptional written and oral communication skills, particularly in setting clear expectations and tailoring communication to diverse audiences, including clients, internal teams, and executive leadership. Proven ability to manage and resolve complex customer escalations.
• Process Improvement Mindset : A "builder mindset" characterized by a passion for proactively designing processes that enhance efficiency, scalability, and adherence to best practices. Experience in developing and implementing standardized processes is a significant asset.
• Project Management : Strong project management skills are fundamental, with a proven track record of delivering complex projects on time, within scope, and within budget. Ability to manage multiple projects simultaneously is also required.
• Domain Specific Experience (Preferred): Prior experience with (QuickBooks Desktop, QuickBooks Online) and/or competitor ERPs (Sage Intacct, NetSuite) is a plus. Experience in specific industries relevant to IES target verticals, such as non-profit, construction, or real estate, would also be beneficial.

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.