Sales Operations & Strategy Manager - Emerging Midmarket

Emerging Mid-Market is one of QuickBooks’ highest-leverage growth bets — a fast-growing, multi-channel motion spanning inbound and outbound, account-based hunting, upgrades and migrations, and the Advanced product line. The growth has outpaced the operating infrastructure built to manage it. This role sits at the intersection of strategy and operations: defining who we target, designing the plays that win them, tracking what those plays produce, and translating it all into a revenue view that leadership and Finance trust. It is equal parts strategist and operator — analytical enough to be trusted with the numbers, strategic enough to do something useful with them.

Responsibilities

Strategy & GTM

• 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

• Develop new initiative concepts grounded in propensity, conversion, capacity, and competitive signal

Performance Tracking & Sales Operations

• 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

Cross-Functional & Executive

• 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

Qualifications

The strongest candidates bring the operating toolkit of a top-tier management consulting firm — and the judgment to apply it in-house, inside a fast-moving sales organization.

Required

• 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 have 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 measurable business outcomes