Whats the opportunity?
Intercom is transforming how businesses build relationships with their customers by embedding AI deeply into our platform. As customers adopt AI-driven capabilities, they need trusted partners who can guide them through change, help them understand value, and ensure adoption translates into meaningful business outcomes.
We're looking for a sales leader to build, scale, and evolve a team of Small Business / Scale Relationship Managers. This role is ideal for someone who excels at developing early-career sales talent, instilling strong sales rigor, and leading teams through periods of product and go-to-market evolution.
You'll play a critical role in retaining and expanding our customer base while helping customers move along their AI journey - from traditionalist to pioneer.
Lead and develop an AI-fluent RM team Hire, onboard, and coach Relationship Managers across the Small Business / Scale segment Develop reps into strong consultative sellers who can confidently position AI-powered capabilities Build a culture of curiosity, learning, and continuous improvement as AI capabilities evolve Inspire high standards of performance, accountability, and customer focus Own the business and deliver results Own your team's revenue number, with accountability for renewals, expansion, and pipeline generation Establish strong forecasting discipline, deal inspection, and operational rigor at scale Ensure consistent CRM hygiene and adherence to sales process and methodology Balance near-term execution with long-term team development and business health Enable modern, value-based and technical selling Coach reps to sell outcomes and value, particularly where AI meaningfully differentiates Intercom Help the team clearly articulate the business impact of AI, including efficiency, scale, and customer experience improvements Partner with Enablement and Product to translate evolving AI capabilities into clear customer-facing narratives Raise the bar on technical credibility and commercial rigor across the team Partner cross-functionally and shape the org Work closely with Product, Enablement, RevOps, Marketing, and CS to support AI-driven GTM changes Surface customer insights related to AI adoption, objections, and success patterns Contribute to improving sales processes, tooling, and operating rhythm as the platform evolves
What skills do I need?
Required:
2 years Sales Management experience Experience selling SaaS solutions in a quota-carrying environment Experience managing and developing revenue-owning individual contributors Strong coaching and talent development skills, particularly with early-career sellers Demonstrated ability to forecast, inspect deals, and operate with rigor at scale Comfort leading teams through change in a fast-moving environment
Nice to have:
Experience in Small Business, Scale, or Commercial sales motions Exposure to selling technical or AI-enabled products Familiarity with structured sales methodologies (e.g. MEDDPICC, Command of the Message) Experience helping customers adopt new technology
Bonus skills & attributes:
Enjoy building and scaling teams while maintaining high standards Are excited about AI and motivated to help others understand its real-world value Balance empathy with accountability and operational discipline Translate complexity into clarity for customers and internal partners Like partnering cross-functionally to improve how the business sells and serves customers
Benefits:
We are a well-treated bunch, with awesome benefits! If there's something important to you that's not on this list, talk to us.
Competitive salary and meaningful equity Comprehensive medical, dental, and vision coverage Regular compensation reviews-great work is rewarded! Flexible paid time off policy Paid Parental Leave Program 401k plan & match In-office bicycle storage Fun events for Intercom comrades, friends, and family!
The OTE range for candidates within the Greater Chicago Area is $247,900 - $296,055. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).