Principal, Partner Commercial Strategy & Scaled Growth (Accounting Partnerships)

The Global Partner Program (GPP) is unifying Intuit's partner ecosystem into one coherent growth engine. The Accountant track is the largest and most complex segment in that ecosystem, with thousands of practices ranging from solo practitioners to national firms, each with different economics, referral behavior, and appetite for QuickBooks Online Accountant products. Today that segment is split across legacy programs with inconsistent benefits, onboarding, and measurement. You will design, scale, drive adoption, and own the unified program architecture, and you'll own partner adoption, tier progression, and engagement actually move.

This is a build role at a principal-level with a high-visibility mandate: you'll own the commercial strategy for how Intuit grows and monetizes the long tail of accountant partners - and the programs that scale it. You'll operate at the intersection of Product, Business Development, Enablement, Marketing, Support, Legal, and Data - shaping decisions across all of them without owning any of them directly - and you'll be judged on the growth, adoption, and economics of that channel, not on how many workstreams you touched. A bar raising strategy here starts with a genuine, first-hand understanding of partner needs and is built to win for Intuit, win for partners, and win for the shared customer. This is a critical hire: the unified program's success rides on getting that strategy right.

Responsibilities

Strategy & Program Design

• Define program architecture, business rules, success metrics, and governance in collaboration with cross-functional teams.

• Translate platform strategy and partner insights into concrete programmatic capabilities that scale globally.

• Develop and execute adoption strategies that drive customer growth, partner engagement, and sustained usage across all phases of the unified Partner Program rollout.

• Drive adoption, growth, and scale across the long tail of thousands of practices - improving partner sentiment and experience - through tiering, self-serve enablement, and automated benefit delivery.

• Ground every program decision in direct partner input - economics, feedback, and behavior.

• Lead the strategy, design, and operating plan for scaling complex partner-facing initiatives - commercial models, tiering and benefits, incentives, enablement, and support.

Launch Planning & Execution

• Drive end-to-end planning and rollout for new or evolving program features, partner readiness, and internal visibility, while serving as a trusted adviser for internal and external stakeholders.

• Build business requirements documentation (BRDs) and sequencing logic, drive cross-functional alignment, and plan phased rollout in partnership with technical and other stakeholders.

• Partner with Program PMs and cross-functional teams to coordinate the migration of existing Accountants and Firms into the new program structure.

• Manage phased rollout and onboarding experiences for net-new partners, ensuring alignment with benefits, systems readiness, and communications.

• Lead readiness reviews and status tracking across product, enablement, and support teams to ensure operational alignment at each stage of the rollout.

Partner Experience & Operational Development

• Own the end-to-end partner journey - onboarding, activation, benefits, support, and how it's tracked - partnering with internal tooling teams (PRM, CRM, Billing) to govern workflows that give real-time visibility and a genuinely good partner experience.

• Set the bar for partner education and engagement, working with Partner Marketing and Enablement to ship it.

• Serve as the central liaison across GTM, Ops, and Partner-facing teams to surface gaps in readiness or friction in adoption workflows. Close the loop on partner and support feedback by turning it into iteration and roadmap decisions.

• Lead operational integration for strategic program capabilities (e.g., performance tracking, point systems, benefit redemptions), and hold GTM, Ops, and partner-facing teams accountable for closing identified gaps.

Business Operations & Measurement

• Define and maintain KPIs to evaluate program effectiveness across dimensions such as partner engagement, activation, tier progression, or adoption/usage.

• Partner with Data, Analytics, and Rev Ops to align telemetry, dashboards, and reporting pipelines to business objectives.

• Synthesize metrics into actionable insights for program leadership, and influence roadmap prioritization based on partner adoption trends.

• Own the P&L for the long-tail segment of the channel - cost per partner, cost per tier, cost of benefit delivery and support, and margin by tier, including rebate envelopes, run-rate floors/ceilings, and anti-stack rules - holding the line on profitability as adoption and scale increase, while influencing (not owning) the channel's overall P&L so long-tail growth doesn't quietly erode economics elsewhere in the portfolio.

Cross-Functional Collaboration & Governance

• Shape decisions in strategic planning forums and cross-functional working groups - not just attend them.

• Drive alignment across legal, finance, product, enablement, and partner-facing teams to ensure policy adherence and system integrity.

• Lead internal change management around new program rules, lifecycle updates, or incentive frameworks.

• Lead the narrative in executive briefings, WBRs, QBRs, and partner council forums, bringing adoption insights and partner sentiment signals to the table.

• Own the Partner Council end to end including charter, cadence, and agenda, and represent Intuit at industry events and conferences as the face of the accountant partner ecosystem.

Qualifications

• 10+ years in partner program strategy, GTM operations, channel strategy, or non-technical product management - ideally with direct exposure to accounting-firm or practice-management economics (client advisory services, referral/rev-share models, how a firm owner actually evaluates a partner program), not just SaaS partnerships.

• Program Building: direct experience building a partner program completely from scratch - writing and driving alignment around the v1 strategy paper, setting foundational assumptions, and executing the launch.

• Track record of owning the P&L for the long-tail segment of the channel - including cost to serve, unit economics by partner, cost per tier, cost of benefit delivery and support, and margin by tier, including rebate envelopes, run-rate floors/ceilings, and anti-stack rules.

• Partner Economics & Profitability: hold the line on profitability as adoption and scale increase, while influencing the channel's overall P&L so growth is economically sound across the portfolio.

• Fluency in SaaS commercial models - Affiliate/Referral, Revenue Share, Reseller - and how each changes partner behavior and program design.

• A demonstrated track record of building programmatic mechanisms - tiering, self-serve enablement, automated benefit delivery - that grow a long tail of thousands of small-and-mid partners without a linear increase in headcount. You've scaled a channel, not just managed a portfolio of key accounts.

• Strategic Problem Solving: a genuinely ambiguous, multi-stakeholder problem you framed and solved from a blank page - not a pre-scoped roadmap you executed.

• Results Oriented: a track record of owning a growth or acceleration metric end-to-end and hitting it, with a bias to action over process for its own sake.

• Boundaryless Influence: a specific instance of mobilizing Legal, Product, Enablement, and Finance to break a cross-functional deadlock - without direct authority over any of them.

• Experience with Salesforce, PRMs, Airtable, Asana, or Confluence is a plus.

• Bonus: experience scaling a tiered partner program globally with regulatory compliance and revenue recognition in mind.

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:

Mountain View $194,000 - $262,000

San Diego, CA $178,000- $241,000