Description
We're looking for a sales leader to build, scale, and evolve a team of Small Business / Scale Relationship Managers. 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.
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.
Key responsibilities include:
Leading and developing an AI-fluent RM team Hiring, onboarding, and coaching Relationship Managers across the Small Business / Scale segment Developing reps into strong consultative sellers who can confidently position AI-powered capabilities Building a culture of curiosity, learning, and continuous improvement as AI capabilities evolve Inspiring high standards of performance, accountability, and customer focus
You'll own the business and deliver results: Owning your team's revenue number, with accountability for renewals, expansion, and pipeline generation Establishing strong forecasting discipline, deal inspection, and operational rigor at scale Ensuring consistent CRM hygiene and adherence to sales process and methodology Balancing near-term execution with long-term team development and business health
You'll enable modern, value-based and technical selling: Coaching reps to sell outcomes and value, particularly where AI meaningfully differentiates Intercom Helping the team clearly articulate the business impact of AI, including efficiency, scale, and customer experience improvements Partnering with Enablement and Product to translate evolving AI capabilities into clear customer-facing narratives Raising the bar on technical credibility and commercial rigor across the team
You'll partner cross-functionally and shape the org: Working closely with Product, Enablement, RevOps, Marketing, and CS to support AI-driven GTM changes Surfacing customer insights related to AI adoption, objections, and success patterns Contribute to improving sales processes, tooling, and operating rhythm as the platform evolves
Requirements include: 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: 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!