Head of Business Development - Small Business Lending

Overview

Job Overview

Intuit’s Lending businesses sit at the center of our Services Segment strategy and are critical to our vision of becoming the go-to financial destination for small businesses. QB Capital — encompassing our direct Term Loan, Line of Credit, and third-party Marketplace offerings — targets a $20B opportunity and is on a path to fuel $10B+ in annual capital to SMBs.

We are seeking a senior business development leader to own and grow two strategically distinct but connected businesses: our established small business lending marketplace, and our emerging embedded lending business — a 0–1 opportunity to shape how Intuit’s lending products reach new customers and partners beyond the core QuickBooks platform.

This is not a supporting role. You will own the full partnership lifecycle — from strategy and sourcing to structuring and scaling — and will serve as a senior voice influencing how the Lending business grows over the next three years. You will report to the Director of Business Development and work in close partnership with the VP/ Segment lead of the capital business, Product, Risk, Finance, Marketing, Commercialization, and the broader QB Product Partnerships team.

The Opportunity

1. Small Business Lending Marketplace

QB Capital’s Marketplace connects QBO customers with a curated panel of third-party lenders (e.g., OnDeck, Fundbox, Funding Circle). The Marketplace serves a critical funnel role: capturing demand we cannot serve today and building a broader capital ecosystem around the QuickBooks platform.

• Grow and manage the partner portfolio of third-party small business lenders
• Drive Marketplace conversion rate improvement through better partner coverage, product fit, and funnel experience
• Evaluate and onboard new lender partners to expand coverage across credit tiers, loan types, and customer segments (including mid-market)
• Negotiate and structure commercial terms that optimize for both customer experience and Intuit revenue

2. Embedded Small Business Lending (0–1 Build)

Intuit’s embedded lending business represents a greenfield opportunity to extend QB Capital’s reach by distributing our lending products, and/or enabling partner lending capabilities, through third-party platforms and distribution channels outside of QuickBooks. Inspired by the Amazon/Embedded Lending playbook, this business creates a new front door to the QuickBooks financial services ecosystem.

• Define and execute the go-to-market strategy for embedded lending, from market sizing through pilot and scale
• Identify, develop, and close anchor distribution partnerships — including fintech platforms, vertical SaaS players, financial institutions, and payroll providers — that can distribute Intuit lending products to their SMB customer bases
• Build the partnership model: define commercial structures, integration requirements, and success metrics for embedded deployment
• Work cross-functionally with Product, Engineering, Risk, and Legal to shape the capabilities required to support partner distribution

• Serve as the internal champion and thought leader for the embedded lending opportunity, building conviction with senior leadership

Responsibilities

Own the Partnership Lifecycle

• Lead full-cycle business development across marketplace and embedded lending — from opportunity identification and partner sourcing through negotiation, launch, and ongoing relationship management
• Build and manage a pipeline of high-priority partnership opportunities with rigor and velocity
• Develop and maintain executive-level relationships with key partner counterparts

Set and Influence Strategy

• Define the multi-year partnership strategy for both the Marketplace and embedded lending businesses, including prioritization frameworks, partner segmentation, and go-to-market models
• Develop clear points of view on build vs. buy vs. partner decisions, and bring well-structured recommendations to Lending and GBSG leadership
• Proactively identify whitespace opportunities at the intersection of Intuit’s data assets, financial products, and partner distribution capabilities

Drive Cross-Functional Execution

• Partner closely with Product to translate partnership requirements into roadmap inputs; ensure partner commitments are backed by viable product capabilities
• Collaborate with Risk and Finance to structure deals that are commercially sound and credit-policy aligned
• Work with Marketing to develop co-marketing and co-distribution playbooks that accelerate partner-driven customer acquisition
• Coordinate with Legal and Compliance on deal structuring, data-sharing frameworks, and regulatory considerations

Operate as a Senior Leader

• Represent the Lending BD function in cross-GBSG forums, including the QB Product Partnerships annual planning process
• Build and manage a small team as the function scales; set high standards for analytical rigor, stakeholder communication, and deal quality
• Deliver executive-ready outputs: one-pagers, strategy briefs, and board-quality narratives that clearly articulate opportunity, tradeoffs, and path to value

Qualifications

Experience

• 10+ years in business development, strategic partnerships, or corporate development in high-growth technology or fintech environments
• Demonstrated track record of sourcing, structuring, and closing complex, multi-party partnership agreements — not just managing existing relationships
• Experience building 0–1 partnership programs or distribution businesses from the ground up; comfort with ambiguity and the discipline to create structure where none exists
• Background in financial services, fintech, or lending strongly preferred; experience with embedded finance, API-driven distribution, or marketplace business models is a plus
• Prior experience working within or alongside platform companies (payments, payroll, banking, SaaS) where partnerships are a core growth lever is highly valued

Leadership & Operating Skillset

• Proven ability to drive a full BD operating system: pipeline discipline, deal velocity, stakeholder management, and rigorous commercial analysis
• Strong executive presence; can represent Intuit credibly at C-suite and VP levels with external partners
• Experience managing or mentoring junior team members; able to build team culture and operating norms as the function grows
• Comfortable operating with urgency, competing priorities, and frequent context-switching between strategic and tactical work

Strategic & Analytical Strength

• Strong structured problem-solving skills; able to frame ambiguous opportunities as clear choices with defined tradeoffs
• Financially literate; comfortable building or critiquing deal economics, revenue models, and unit economics for partnership structures
• Able to synthesize market signals, internal data, and partner intelligence into actionable strategic recommendations

Communication

• Executive-level written and verbal communication skills; able to build conviction with senior leaders through clear, well-structured narratives
• Skilled at simplifying complex deal structures, market dynamics, or strategic options for diverse audiences
• Collaborative by default; builds trust across functions and does not treat BD as a siloed function

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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 $227,000 - $307,000

California Remote (Bay Area) $227,000- $307,000

California Remote (Not Bay Area) $208,500- $282,000

New York $214,000- $289,500

San Francisco Howard Street, CA $227,000- $307,000