Head of Business Development - Small Business Lending
About the role
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.
Opportunity
You Will Build Across Two High-priority Growth Vectors
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.
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.
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
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
Cook up 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
Ability to manage or mentor 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
Collaborative by Default
Skilled at simplifying complex deal structures, market dynamics, or strategic options for diverse audiences
Able to build trust across functions and does not treat BD as a siloed function
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