# Manager, Relationship Managers (SMB)

**Company:** [Intercom](https://hotfix.jobs/companies/intercom)
**Location:** Chicago, IL
**Role:** Account Management
**Salary:** $248k – $296k/yr
**Experience:** 2+ years
**Skills:** SaaS Sales, Sales Management, CRM, Forecasting, Deal Inspection, MEDDPICC, Consultative Selling, AI Sales, Revenue Management, Sales Coaching
**Posted:** 2026-02-05

> Leads a team of Small Business/Scale Relationship Managers focused on customer retention, expansion, and AI adoption. Owns revenue targets, coaches early-career sellers, and drives operational rigor in a fast-evolving SaaS environment.

## Job Description

## What's the opportunity?

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 Small Business / Scale Relationship Managers. This role is ideal for someone who excels at developing early-career sales talent, 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.

## What will I be doing?

**Lead and develop an AI-fluent RM team**
- Hire, onboard, and coach Relationship Managers across the Small Business / Scale segment
- Develop reps into strong consultative sellers who can confidently position AI-powered capabilities
- 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

**Enable modern, value-based and technical selling**
- Coach reps to sell outcomes and value, particularly where AI meaningfully differentiates Intercom
- Help the team clearly articulate the business impact of AI, including efficiency, scale, and customer experience improvements
- 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

**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

## What skills do I need?

**Required**
- 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

## 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!

The OTE range for candidates within the Greater Chicago Area is $247,900 - $296,055. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc.

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