Outbound GTM Play Program Manager

Location: New York

Overview

Mailchimp, 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 perform— evolving 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 play — ensuring it’s high-quality, performant, and constantly improving.

Responsibilities Execute and Evolve the Outbound Play Roadmap

• Build and operationalize play briefs aligned to the roadmap set by Audience Strategy and GTM leadership.
• Translate strategic direction into structured, cross-functional execution plans across Sales and Marketing.
• Reconcile company-level mid market audience strategy (TAM and ICP) with the specific goals of each play — defining the optimal audience segments and personas to target.
• Own the quality of every play — ensuring it’s designed for clarity, alignment, and optimized measurable business impact.

Drive Cross-Functional Execution and Accountability

• Serve as the central orchestrator for play delivery, coordinating across Sales, Enablement, Demand Generation, Product Marketing, and Sales Ops.
• Align dependencies across targeting, content readiness, tooling, and enablement.
• Maintain clear accountability and communication across GTM stakeholders to ensure consistent, high-quality execution.

Own Play Performance and Continuous Improvement

• Be directly responsible for the quality and performance of each play — from launch to optimization.
• Establish a clear iteration framework: define how each play will be tested, evaluated, and improved over time.
• Identify 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 plans.

Drive Sales Adoption and Engagement

• Ensure plays are effectively adopted across Sales teams (BDRs, AEs) and embedded into daily motion.
• Collect feedback from the field, build trusted relationships with sellers, and ensure learnings feed back into play evolution.
• Partner with Enablement to ensure teams understand not just what to execute but why — reinforcing strategic intent.

Measure, Communicate, and Scale Impact

Track and communicate play-level performance across key KPIs, including:

• Program-sourced revenue
• Program-sourced deals and conversion/win rates
• Sales adoption and engagement
• Iteration velocity and quality

Surface insights and next steps to leadership to guide roadmap prioritization and continuous play improvement.

Qualifications Experience & Skills

• 5–7 years of experience in Sales Operations, Revenue Operations, GTM Program Management within a software company (SaaS required).
• Background in Sales is welcome — provided it’s complemented by 1-2 years minimum of structured operational or GTM program experience.
• Experience translating go-to-market strategy (TAM, ICP, or audience frameworks) into actionable programs.
• Proven success driving cross-functional program execution and iteration.
• Proficiency with Salesforce, Outreach, and analytics/reporting tools.
• Analytical, structured thinker with experience designing and managing performance testing or iterative improvement programs.
• Excellent stakeholder management and communication skills — able to influence across Sales, Marketing, and Operations.

Behavioral Traits

• Operates with ownership and accountability — drives the bus, not just checks boxes.
• Holds a high bar for quality and outcomes.
• Balances strategic perspective with executional follow-through and GTM acumen with operational precision.
• Data-informed, detail-oriented, and proactive in surfacing improvements.
• Emp…