Account Executive, Small Business

As an Account Executive, Small Business at Intercom, your primary responsibilities will include managing the entire sales cycle for small businesses, from prospecting to closing. You'll use a consultative approach to articulate Intercom's unique value proposition, ensuring you provide accurate forecasts and maintain clear visibility on revenue performance. Evangelizing our product and fostering relationships with customers will be pivotal to successfully drive adoption and growth.

To be considered for the Account Executive, Small Business position at Intercom, you should have at least 2 years of experience in a closing role, along with a minimum of 1 year selling SaaS products. A proven track record of outbound prospecting experience and exceeding sales quotas, combined with exceptional communication skills, will make you a perfect fit for our team.

At Intercom, success for the Account Executive, Small Business role is measured through the ability to meet and exceed sales quotas, successfully manage the sales pipeline, and provide accurate revenue forecasts. Your skills in forging relationships and navigating the sales process will directly influence our growth within the small business segment, ultimately driving customer satisfaction and product adoption.

The work culture at Intercom is dynamic and inclusive, emphasizing growth and collaboration. As an Account Executive, Small Business, you will find that we value creativity and ownership in our roles, providing a supportive environment for you to thrive. With regular opportunities for personal development and professional advancement, you'll be part of a team that strives for excellence and embraces challenges together.

Working at Intercom as an Account Executive, Small Business offers a competitive salary and equity package, comprehensive medical benefits, and a flexible paid time off policy. You'll also enjoy regular compensation reviews to recognize your hard work, the opportunity for a 401k plan and match, along with various fun events that foster a sense of community among Intercomrades.

When describing your sales process, highlight your consultative approach starting from prospecting through to closing. Discuss how you identify customer needs, tailor your pitch accordingly, handle objections, and ultimately close the sale. Show how you've used relationship-building techniques and provided exceptional customer service at each stage.

Share specific techniques you use for prospecting, such as leveraging social media, networking events, or cold calling. Highlight your ability to research potential clients and how you customize your outreach efforts based on their specific needs. Discuss any tools or software that have aided your prospecting efforts.

Explain your strategy for overcoming objections by listening actively to the customer's concerns and addressing them thoughtfully. Illustrate how you use the Command of the Message framework to counter objections effectively and position your product as the best solution.

Discuss your specific experiences selling SaaS products, outlining the challenges you faced and how you overcame them. Highlight particular achievements such as quotas met or exceeded, and methods you employed to educate clients about the unique benefits of the SaaS solution.

Share a specific anecdote about a tough deal that required tenacity and strategy. Detail the steps you took, how you built rapport with the client, and the outcome of your efforts. Highlight any learnings that could benefit similar future scenarios.

Talk about using prioritization frameworks like the Eisenhower Matrix or your own methods to balance various tasks in a fast-paced sales environment. Describe how you stay organized and ensure that important follow-ups and deadlines are consistently met.

Express your enthusiasm for Intercom’s innovative approach to customer service and how its commitment to quality resonates with your own values. Show that you've researched the company culture and products, and detail how your skills and aspirations align with their mission and goals.

Explain your proactive communication strategies to keep clients informed and engaged at every stage of the sales cycle. Stress the importance of setting clear expectations and delivering on promises to achieve long-term satisfaction and loyalty.

Discuss how you actively seek and apply feedback from clients and colleagues to refine your sales techniques. Mention the importance of continuous learning in your professional development and how feedback has led to specific improvements in your approach.

Highlight the importance of collaboration with team members, including SEs and marketing departments, in executing a successful sales strategy. Discuss how you leverage each team member's strengths and insights to craft compelling pitches and develop comprehensive strategies that meet client needs.