Principal, Enterprise Business Development & Partnerships Management
Intuit
Principal, Enterprise Business Development & Partnerships Management
Intuit
Tax, accounting, and personal-finance software
Intuit is the global financial technology platform that powers prosperity for the people and communities we serve. With tens of millions of 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.
We're seeking a Principal, Enterprise Business Development & Partnerships Management to join Intuit's Accountant team, owning the full lifecycle of Intuit's strategic partnerships with the largest accounting firms in North America — from the highest levels of the organization, to reach strategic arrangement for mutual growth through signed agreement and into long-term stewardship. This individual contributor role is built for someone who can operate as both uncovering new opportunities across the firms and closing complex, multi-stakeholder deals, and a relationship-driven operator and connector, who excels at turning a signed agreement into a durable, growing commercial outcome, while deepening relationships both internally and externally.
This is a high-visibility opportunity to shape how Intuit expands its footprint across the accounting channel and stewards those relationships for enduring value, working at the intersection of strategy, relationship-building, deal-making, and long-term program execution — and accelerating Intuit's evolution toward a robust mid-market ecosystem.
Responsibilities
Build and continuously prioritize a target list of Large Accounting Firms with the highest strategic and commercial potential, using market data, firm signals, and Intuit's growth priorities to inform sequencing.
Proactively source and originate new partnership opportunities without waiting for inbound interest — treating every target account with the mindset of "where is the opportunity here?" rather than servicing existing relationships.
Develop a clear, differentiated point of view and value proposition for each target firm, grounded in a hypothesis about their strategic priorities and why Intuit is the right partner, right now.
Lead the full business development lifecycle end-to-end: prospecting, executive outreach, opportunity qualification, commercial structuring, negotiation, and contract close.
Drive complex, multi-party negotiations with senior firm leadership (Managing Partners, COOs, and other C-level stakeholders), navigating competing priorities to reach agreements that work for both sides.
Maintain a disciplined, high-velocity pipeline: track opportunity stages, protect dedicated prospecting time, and sustain consistent outreach activity even through slow-conversion stretches.
Develop stakeholder relationships across firms leadership while serving as the primary day-to-day point of contact for each partnership engagement, building trusted relationships with key stakeholders across the partner organization and ensuring a clean, well-structured transition from deal close into stewardship.
Manage the ongoing health of partnership agreements, ensuring both parties meet the commitments, milestones, and success metrics defined in the contract.
Own regular reporting and performance cadences (e.g., QBRs, retrospectives, dashboards) to track partnership performance and surface insights to internal and partner stakeholders.
Monitor partner adoption and usage of Intuit products, identifying risks to the relationship early and developing mitigation plans.
Translate partnership agreements into actionable roadmaps with clear milestones, owners, and timelines, and hold internal and partner teams accountable to them.
Identify and pursue incremental growth opportunities within existing partnerships, including expansion into new segments, products, or joint go-to-market initiatives.
Support renewal and renegotiation discussions with existing partners in partnership with Legal.
Maintain a working knowledge of each partner's business, priorities, and competitive landscape to anticipate needs and proactively bring value.
Build deep relationships within each firm, from C-suite to managing partners of all relevant vertical practices, to advocate to Intuit products
Partner cross-functionally with Product, Marketing, Legal, and Finance to structure commercial models and joint value propositions that are credible and executable, both during deal structuring and throughout the life of the partnership.
Coordinate cross-functionally with Sales, Product, Marketing, Legal, and Customer Success to resolve partner issues, deliver on joint commitments, and align on program execution.
Share what's working — successful outreach approaches, stewardship practices, market signals, competitive intelligence — with the broader Business Development and Accountant teams to multiply collective results.
Qualifications
10+ years of experience spanning new business development, enterprise sales, strategic partnerships, or partner/account management, with a demonstrated track record of both originating deals from a standing start and managing the ongoing health of large, complex partnerships.
Experience negotiating and closing complex, multi-stakeholder partnership or enterprise agreements, ideally involving shared financial incentives and joint go-to-market structures.
Experience managing ongoing relationships with large, complex external partners — preferably in accounting, consulting, fintech, or SaaS ecosystems.
Comfort operating with significant ambiguity and limited existing infrastructure — this role requires building the target list, the narrative,, as well as the reporting and governance structures that keep a partnership on track post-signature.
Ability to engage credibly with C-level and Managing Partner-level stakeholders at large, complex external organizations, both in deal-making and in long-term relationship management.
Strong commercial and analytical judgment to qualify and prioritize opportunities by potential value rather than pursuing every lead equally.
Strong organizational and program management skills, with the ability to run recurring cadences (QBRs, dashboards, retrospectives) that keep partnerships on track.
Ability to work cross-functionally and influence stakeholders across Sales, Product, Marketing, Legal, and Customer Success without direct authority.
Resilience and grit: able to sustain outreach activity and morale through long sales cycles and inevitable setbacks.
Excellent written and verbal communication skills, with the ability to build a compelling, data-backed narrative for why a partnership makes sense — and to communicate confidently with senior stakeholders once the partnership is live.
Bachelor's degree in business, finance, or a related field; advanced degree a plus or equivalent experience.
Direct experience selling to, or partnering with, accounting or professional services firms.
Familiarity with the accounting technology ecosystem and how large firms evaluate and adopt new platforms.
Industry knowledge on AI products and trends
Experience operating in a "0 to 1" business development capacity, standing up a new partner segment or channel, and subsequently stewarding it to maturity.
Familiarity with modern SaaS go-to-market and joint solution models.
Experience supporting contract renewals, amendments, or expansions with existing partners.
Intuit provides a competitive compensation package with a strong pay for performance rewards approach. This position may be eligible for a cash bonus, equity rewards and benefits, in accordance with our applicable plans and programs (see more about our compensation and benefits at Intuit®: Careers | Benefits). 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:10+ years of experience spanning new business development, enterprise sales, strategic partnerships, or partner/account management, with a demonstrated track record of both originating deals from a standing start and managing the ongoing health of large, complex partnerships.
Experience negotiating and closing complex, multi-stakeholder partnership or enterprise agreements, ideally involving shared financial incentives and joint go-to-market structures.
Experience managing ongoing relationships with large, complex external partners — preferably in accounting, consulting, fintech, or SaaS ecosystems.
Comfort operating with significant ambiguity and limited existing infrastructure — this role requires building the target list, the narrative,, as well as the reporting and governance structures that keep a partnership on track post-signature.
Ability to engage credibly with C-level and Managing Partner-level stakeholders at large, complex external organizations, both in deal-making and in long-term relationship management.
Strong commercial and analytical judgment to qualify and prioritize opportunities by potential value rather than pursuing every lead equally.
Strong organizational and program management skills, with the ability to run recurring cadences (QBRs, dashboards, retrospectives) that keep partnerships on track.
Ability to work cross-functionally and influence stakeholders across Sales, Product, Marketing, Legal, and Customer Success without direct authority.
Resilience and grit: able to sustain outreach activity and morale through long sales cycles and inevitable setbacks.
Excellent written and verbal communication skills, with the ability to build a compelling, data-backed narrative for why a partnership makes sense — and to communicate confidently with senior stakeholders once the partnership is live.
Bachelor's degree in business, finance, or a related field; advanced degree a plus or equivalent experience.
Intuit provides financial technology tools for consumers and small businesses. Its main products are TurboTax for tax preparation, QuickBooks for accounting, and Mint for personal finance management. These tools typically operate on a subscription basis or behind transaction fees, with features that help users file taxes, track income and expenses, and manage budget and goals. The software ecosystem is designed to connect tax, accounting, and personal finance in one place, improving workflows for individuals, freelancers, and small business owners. Security is a priority, with measures like multi-factor authentication and anti-fraud protections to protect user data. Intuit’s goal is to help people achieve financial well-being by educating users and delivering easy-to-use, reliable financial software across different needs and customer segments.
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