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Senior Manager, Audience + GTM Sales Strategy

Category Sales Location Atlanta, Georgia; New York, New York Job ID 2025-70834
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Company Overview

Intuit is the global financial technology platform that powers prosperity for the people and communities we serve. With approximately 100 million customers worldwide using products such as TurboTax, Credit Karma, QuickBooks, and Mailchimp, we believe that everyone should have the opportunity to prosper. We never stop working to find new, innovative ways to make that possible.

Job Overview

Mailchimp is seeking a highly strategic and analytical Senior Manager/Lead, Mid-Market Sales Strategy to join our growing team. This role will be instrumental in accelerating the growth of our Mid-Market Sales organization by optimizing our audience strategy and developing impactful Go-to-Market (GTM) plays. You will partner closely with the Head of New Business Sales and the Director of Account Based Marketing to define who we sell to, how we sell to them, and how we measure our success.

This role requires a blend of strategic thinking, data analysis, cross-functional collaboration, and hands-on execution. If you are passionate about driving sales effectiveness through data-driven insights and innovative GTM initiatives, we encourage you to apply.

Responsibilities

  • Audience Strategy & ICP Definition:
    • Lead the analysis and definition of Mailchimp's Ideal Customer Profile (ICP) for the Mid-Market segment, leveraging internal data, market trends, and competitive intelligence.
    • Conduct in-depth strategic analysis to identify high-potential customer segments and specific accounts for territory planning and targeted sales efforts.
    • Develop and refine customer segmentation models to optimize lead prioritization and allocation.
    • Partner with Data Science and Sales Operations to ensure our data infrastructure supports strategic audience identification.

 

  • Go-to-Market (GTM) Play Design & Execution:
    • Design, develop, and launch scalable GTM plays and campaigns specifically tailored for the Mid-Market Sales organization (e.g., competitive conquest, industry-specific plays, new feature adoption, whitespace initiatives).
    • Collaborate closely with the Head of New Business Sales, Director of Account Based Marketing, Product Marketing, and Sales Enablement to create comprehensive playbooks, messaging, sales assets, and training materials.
    • Ensure alignment of GTM strategies and plays across all relevant GTM functions (Sales, Marketing, Product).
    • Drive the operationalization of GTM plays, ensuring smooth execution by the sales team.

 

  • Performance Measurement & Optimization:
    • Establish clear KPIs and metrics to measure the effectiveness and ROI of audience strategies and GTM plays.
    • Analyze performance data, derive actionable insights, and identify areas for continuous optimization and improvement.
    • Develop and present regular reports and insights to sales leadership and cross-functional stakeholders on strategic initiatives and their impact on revenue growth.
    • Iterate on strategies based on performance data and market feedback.

 

  • Cross-functional Leadership & Collaboration:
    • Act as a key strategic partner and thought leader for the Mid-Market Sales organization.
    • Build strong, collaborative relationships with leaders across Sales, Marketing, Sales Operations, Sales Enablement, and Product.
    • Influence decision-making through data-backed recommendations and strategic insights.

Qualifications

  • 5-8+ years of experience in sales strategy, Go-to-Market (GTM) strategy, sales operations, management consulting, or a similar analytical role within a SaaS or technology company.
  • Proven experience defining Ideal Customer Profiles (ICPs), performing customer segmentation, and conducting market analysis to drive sales targeting.
  • Demonstrated success in designing, launching, and measuring effective GTM plays that have driven measurable business outcomes.
  • Strong analytical skills with the ability to translate complex data into clear, actionable insights and strategic recommendations. Proficiency with data analysis tools (e.g., Salesforce reporting, Tableau, Excel; SQL a plus).
  • Exceptional project management skills with the ability to manage multiple initiatives simultaneously from conception to completion.
  • Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively with stakeholders at all levels.
  • Deep understanding of the sales lifecycle, sales methodologies, and B2B SaaS sales processes, ideally within a mid-market or enterprise context.
  • Comfort working in a fast-paced, dynamic environment and adapting to evolving business needs.
  • Bachelor's degree in Business, Marketing, Economics, or a related field. MBA is a plus. Equivalent experience will be considered. 
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