Description
We're looking for a sales leader to build, scale, and evolve a team of Mid-Market 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. 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.
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 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 - 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
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 - Navigate complex buying groups and stakeholder alignment