Manager, Relationship Managers (MidMarket)

Intercom • San Francisco, CA

1d • Hybrid

About The Position

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 Mid-Market Relationship Managers. This role is ideal for someone who excels at developing high-performing, experienced account managers and relationship sellers, 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. Your main objective is to own and drive the performance of the mid-market customer segment, with accountability for growth, retention, and long-term customer value.

Requirements

• 4 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 experience managing mid-market or commercial account executives / relationship managers
• Demonstrated ability to forecast, inspect deals, and operate with rigor at scale
• Comfort leading teams through change in a fast-moving environment
• Proof of eligibility to work in the United States is required.

Nice To Haves

• 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

Responsibilities

• Lead and develop an AI-fluent RM team
• Hire, onboard, and coach Relationship Managers across the MidMarket segment
• Develop and coach Relationship Managers to lead multi-threaded, value-based conversations across mid-market accounts, with a focus on driving expansion, renewals, and long-term customer growth.
• Build a culture of curiosity, learning, and continuous improvement as AI capabilities evolve
• Inspire high standards of performance, accountability, and customer focus
• 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
• Lead multi-threaded expansion strategies across accounts
• Enable modern, value-based and technical selling
• Coach reps to sell outcomes and value, particularly where AI meaningfully differentiates Intercom
• Build business cases for AI adoption tied to efficiency, cost savings, and growth
• 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
• Identify and unlock cross-sell and expansion opportunities
• Drive larger, strategic renewals and upsell motions
• 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
• Navigate complex buying groups and stakeholder alignment

Benefits

• 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 Intercomrades, friends, and family!
• Unlimited access to Claude Code and best-in-class AI tools; experimentation & building is encouraged & celebrated

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 101-250 employees