Description
As a Mid-Market Relationship Manager, you'll be at the forefront of growth; turning momentum into mastery. You'll own a portfolio of fast-growing customers and help them unlock the full power of Intercom. We're building a world-class sales organisation; fast, ambitious, and unapologetically driven.
At Intercom, we do sales differently. We don't just pitch; we partner. We're asking our customers to make Intercom the heartbeat of their business, and that starts with salespeople who can think bigger, move faster, and win with integrity.
We invest deeply in every Relationship Manager's growth. Development isn't a slogan here, it's baked into how we promote, learn, and lead. In a high-velocity environment where ownership, creativity, and ambition are rewarded, you'll find room to stretch, influence, and make your mark.
Responsibilities:
- Own and grow a portfolio of Intercom's mid-market customers; driving measurable revenue expansion, retention, and long-term loyalty.
- Engage with executives and operators to uncover pain points, position AI-driven solutions, and tie Intercom's platform directly to business impact.
- Design and execute territory strategies that go beyond maintenance; targeting upsell, cross-sell, and multi-business unit expansion with clear, data-backed plans.
- Partner cross-functionally with Marketing, Product, and Customer Success; translating real customer needs into product innovation and GTM alignment.
- Analyze and communicate performance metrics that show the story behind growth; retention, adoption, and platform expansion.
- Invest in team excellence through mentoring peers, sharing winning plays, and raising the overall bar for execution and ambition.
Requirements:
- 5+ years in a quota-carrying role managing a large book of business (85+ accounts) focused on retention, renewals, and expansion.
- 3+ years selling SaaS solutions, ideally in complex, high-velocity environments.
- Proven success navigating procurement processes and influencing enterprise-level decision-makers.
- Experience selling AI-powered products, with deep knowledge of AI applications and the ability to translate technical capability into customer value.
- A track record of consistent overachievement; exceeding quota, driving revenue growth and complex renewals.
Bonus skills & attributes:
- Sharp communication skills; written and verbal, tailored to senior stakeholders and technical teams alike.
- Strong commercial instincts paired with the ability to thrive in a fast-moving, evolving organisation.
- High intellectual curiosity and a growth mindset
- A trusted advisor mentality; skilled at building long-term partnerships across multiple levels in complex organisations.
- Demonstrated leadership, influencing not only within your team but across functions to drive alignment and results.