Senior Manager, Audience + GTM Sales Strategy

Intuit Inc.; New York (NY); On-site; USD 120,000 - 160,000; Full time

Job summary

A leading digital marketing company is seeking a Senior Manager/Lead in Mid-Market Sales Strategy to enhance growth through strategic insights and innovative Go-to-Market initiatives. This pivotal role involves collaborating with key stakeholders to define customer segmentation, drive effective sales strategies, and optimize performance metrics. Candidates should have 5-8+ years of relevant experience and a strong analytical background, with a focus on the B2B SaaS environment.

Qualifications

• 5-8+ years of experience in sales strategy or similar analytical role.
• Experience defining Ideal Customer Profiles and performing customer segmentation.
• Strong analytical skills to translate complex data into actionable insights.

Responsibilities

• Lead analysis and definition of Ideal Customer Profile for Mid-Market segment.
• Design and launch GTM plays tailored for Mid-Market Sales organization.
• Establish KPIs to measure effectiveness of audience strategies and GTM plays.

Skills

Sales strategy

Data analysis

Cross-functional collaboration

Project management

Communication skills

Education

Bachelor's degree in Business, Marketing, Economics

MBA

Tools

Salesforce reporting

Tableau

Excel

SQL

Job description

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.

• 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.