Relationship Manager, MidMarket

Intercom; San Francisco (CA); On-site; USD 226,000 - 347,440; Full time

Benefits offered by this job

Competitive salary and equity

Comprehensive medical, dental, vision coverage

Flexible paid time off

Paid Parental Leave Program

In-office bicycle storage

Job summary

A leading customer service platform in San Francisco is seeking a Mid-Market Relationship Manager to grow portfolios and drive revenue expansion. The ideal candidate has 5+ years in quota-carrying roles and experience selling SaaS solutions. Responsibilities include engaging with customers, executing territory strategies, and collaborating cross-functionally. The role offers competitive salary, equity, and a hybrid work environment.

Qualifications

• 5+ years in a quota-carrying role managing a large book of business.
• 3+ years selling SaaS solutions in fast-paced environments.
• Proven success with procurement and enterprise-level decisions.
• Experience with AI-powered products and applications.
• Strong track record of overachievement in sales.

Responsibilities

• Own and grow a portfolio of mid-market customers.
• Engage with executives to position AI-driven solutions.
• Design and execute territory strategies.
• Partner with Marketing and Product teams for alignment.
• Analyze performance metrics to show growth story.

Skills

Quota management

SaaS sales

Communication skills

AI product knowledge

Leadership

Job description

Intercom is the AI Customer Service company on a mission to help businesses provide incredible customer experiences.

Our AI agent Fin, the most advanced customer service AI agent on the market, lets businesses deliver always‑on, impeccable customer service and ultimately transform their customer experiences for the better. Fin can also be combined with our Helpdesk to become a complete solution called the Intercom Customer Service Suite, which provides AI enhanced support for the more complex or high‑touch queries that require a human agent.

Founded in 2011 and trusted by nearly 30,000 global businesses, Intercom is setting the new standard for customer service. Driven by our core values, we push boundaries, build with speed and intensity, and consistently deliver incredible value to our customers.

What's the opportunity?

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 organization; 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.

What will I be doing?

• 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.

What skills do I need?

• 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.
• 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 organization.
• High intellectual curiosity and a growth mindset.
• A trusted advisor mentality; skilled at building long‑term partnerships across multiple levels in complex organizations.
• Demonstrated leadership, influencing not only within your team but across functions to drive alignment and results.

We are a well‑treated bunch, with awesome benefits! If there’s something important to you that’s not on this list, talk to us!

• 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
• In‑office bicycle storage
• Fun events for Intercomrades, friends, and family!

The OTE range for candidates within the San Francisco Bay Area is $226,000 – $347,440. The range listed reflects multiple levels within the company – leveling and compensation will be determined throughout the interview process. Actual OTE pay will depend on a variety of factors such as education, skills, experience, location, etc. The OTE pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Intercom has a hybrid working policy. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home. We expect employees to be in the office at least three days per week.

Intercom values diversity and is committed to a policy of Equal Employment Opportunity. Intercom will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other legally recognized protected basis under federal, state, or local law.