Group Manager, Pipeline Generation – Mid-Market Sales

Intuit is a global technology platform that helps consumers and small businesses overcome their most important financial challenges. They are seeking a Group Manager for Pipeline Generation in Mid-Market Sales to lead and develop a high-performing BDR team, drive demand generation strategy, and ensure effective cross-functional collaboration to meet pipeline goals.

Responsibilities:

• 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
• 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
• 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
• 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

Requirements:

• 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 team's point of view credibly in cross-functional and leadership settings
• 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