# Manager, Relationship Managers (MidMarket)

**Company:** [Intercom](https://hotfix.jobs/companies/intercom)
**Location:** Chicago, IL
**Role:** Account Management
**Salary:** $204k – $243k/yr
**Experience:** 4+ years
**Skills:** SaaS Sales, CRM, Sales Forecasting, MEDDPICC, AI Sales, Sales Coaching, Account Management, Revenue Management, Sales Methodology, Cross-Selling
**Posted:** 2026-05-06

> Leads a team of Mid-Market Relationship Managers to drive renewals, expansions, and revenue growth for AI-powered customer service platform. Requires 4+ years sales management experience in SaaS, strong coaching, forecasting, and operational rigor.

## Job Description

## 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 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

## Required Skills

- 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

## 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!
- Unlimited access to Claude Code and best-in-class AI tools; experimentation & building is encouraged & celebrated

**OTE range for Chicago Area: $203,500 - $243,058** (includes base pay, corporate bonus or sales incentive, and RSUs). Actual base pay depends on education, skills, experience, location, etc.

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