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Outbound GTM Play Program Manager
4 weeks ago
Outbound Gtm Play Program ManagerMailchimp, an Intuit company, empowers millions of small businesses to grow through smarter marketing and automation. As we expand our B2B sales motion, we're building scalable, data-driven outbound plays that connect our go-to-market strategy to execution in the field. We're seeking an Outbound Gtm Play Program Manager to own and continuously improve the quality of our outbound plays. This role is accountable not just for getting plays launched, but for ensuring they performevolving each play through structured iteration, data-driven testing, and close alignment with Sales. This person translates the strategic play roadmap defined by Audience Strategy into actionable, cross-functional execution plans, driving alignment across Sales, Marketing, Enablement, and Operations. They are the owner of the playensuring it's high-quality, performant, and constantly improving.ResponsibilitiesExecute and evolve the outbound play roadmapBuild and operationalize play briefs aligned to the roadmap set by Audience Strategy and GTM leadershipTranslate strategic direction into structured, cross-functional execution plans across Sales and MarketingReconcile company-level mid market audience strategy (TAM and ICP) with the specific goals of each playdefining the optimal audience segments and personas to targetOwn the quality of every playensuring it's designed for clarity, alignment, and optimized measurable business impactDrive cross-functional execution and accountabilityServe as the central orchestrator for play delivery, coordinating across Sales, Enablement, Demand Generation, Product Marketing, and Sales OpsAlign dependencies across targeting, content readiness, tooling, and enablementMaintain clear accountability and communication across GTM stakeholders to ensure consistent, high-quality executionOwn play performance and continuous improvementBe directly responsible for the quality and performance of each playfrom launch to optimizationEstablish a clear iteration framework: define how each play will be tested, evaluated, and improved over timeIdentify levers to improve outcomes (e.g., sequence adjustments, audience refinements, message testing, timing optimizations)Partner with Analytics and Sales Ops to monitor key metrics and translate insights into concrete iteration plansDrive Sales Adoption and EngagementEnsure plays are effectively adopted across Sales teams (BDRs, AEs) and embedded into daily motionCollect feedback from the field, build trusted relationships with sellers, and ensure learnings feed back into play evolutionPartner with Enablement to ensure teams understand not just what to execute but whyreinforcing strategic intentMeasure, Communicate, and Scale ImpactTrack and communicate play-level performance across key KPIs, including:Program-sourced revenueProgram-sourced deals and conversion/win ratesSales adoption and engagementIteration velocity and qualitySurface insights and next steps to leadership to guide roadmap prioritization and continuous play improvementQualificationsExperience & Skills57 years of experience in Sales Operations, Revenue Operations, GTM Program Management within a software company (SaaS required)Background in Sales is welcomeprovided it's complemented by 1-2 years minimum of structured operational or GTM program experienceExperience translating go-to-market strategy (TAM, ICP, or audience frameworks) into actionable programsProven success driving cross-functional program execution and iterationProficiency with Salesforce, Outreach, and analytics/reporting toolsAnalytical, structured thinker with experience designing and managing performance testing or iterative improvement programsExcellent stakeholder management and communication skillsable to influence across Sales, Marketing, and OperationsBehavioral TraitsOperates with ownership and accountabilitydrives the bus, not just checks boxesHolds a high bar for quality and outcomesBalances strategic perspective with executional follow-through and GTM acumen with operational precisionData-informed, detail-oriented, and proactive in surfacing improvementsEmpathetic collaborator with strong follow-through and accountabilityKey Performance IndicatorsProgram-sourced revenue and pipeline contributionConversion and win-rate improvement across outbound playsSales adoption and engagement with playsIteration frequency, quality, and documented improvement cyclesSpeed and effectiveness from roadmap handoff to live executionIntuit provides a competitive compensation package with a strong pay for performance rewards approach. This position will be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs. Pay offered is based on factors such as job-related knowledge, skills, experience, and work location. To drive ongoing fair pay for employees, Intuit conducts regular comparisons across categories of ethnicity and gender. The expected base pay range for this position is: EOE AA M/F/Vet/Disability. Intuit will consider for employment qualified applicants with criminal histories in a manner consistent with requirements of local law.
