Manager, Account Executives (Mid-Market Sales)

As the Manager of Account Executives at Intercom, your primary responsibilities include defining and executing comprehensive sales strategies, overseeing the development of sales plans aligned with regional market dynamics, monitoring the sales pipeline, and setting KPIs for your team. You'll also engage in cross-functional collaboration with marketing and product teams to ensure a cohesive approach to selling and maintaining exceptional customer service.

To apply for the Manager of Account Executives position at Intercom, you should have at least 5 years of experience in a quota-carrying sales role, with a proven track record of success in new business. Additionally, 3 or more years of management experience is essential. Skills in developing GTM strategies and excellent communication abilities are also crucial for this role.

At Intercom, performance management for Account Executives involves setting clear performance expectations and utilizing CRM tools and dashboards to track individual and team accomplishments. You’ll regularly analyze sales metrics to identify trends, optimize processes, and provide valuable insights that help drive revenue growth while maintaining a focus on team development.

Intercom boasts a radically open and accepting culture, fostering a collaborative environment where innovation thrives. As a Manager of Account Executives, you will experience a supportive atmosphere that values personal expression and promotes teamwork, allowing you to focus on achieving goals while building meaningful relationships with your colleagues.

As a Manager of Account Executives at Intercom, you will have various career growth opportunities, including leadership roles in higher management and potential expansion into other areas of the business. Intercom strongly values employee development, offering avenues for professional growth, training programs, and mentorship that encourage you to enhance your skills and advance your career.

A successful sales strategy as a Manager of Account Executives begins with a deep understanding of market dynamics and customer needs. It should outline clear goals, align with organizational objectives, and incorporate input from cross-functional teams. Fostering an adaptable approach to modify strategies based on real-time data and performance metrics is key to ensuring long-term success.

In building and managing high-performing sales teams, it’s essential to attract top talent and create an environment where team members feel empowered and motivated. I focus on ongoing training, clear communication of expectations, and providing constructive feedback. Regularly reviewing individual and team performances against established KPIs helps identify areas for improvement and recognizes successes.

Accurate sales forecasting relies heavily on historical data analysis, understanding market trends, and constant monitoring of the pipeline. I leverage technology and CRM tools to track performance metrics and gather comprehensive inputs from the sales team to make informed predictions about future sales revenue.

Cross-functional collaboration is about building strong relationships and open lines of communication with teams across the organization. I prioritize regular meetings, sharing updates and insights, and aligning strategies to ensure everyone is working toward the same goals, especially in aligning sales, marketing, and product efforts.

To ensure a positive customer experience, I advocate for a customer-centric sales approach, promoting a deep understanding of customer needs and expectations across the team. I implement structured handoff processes to ensure seamless transitions to customer success teams while encouraging ongoing communication to address any concerns promptly.

One significant challenge I faced in sales management was a sudden market downturn. I approached this by revising our sales strategy, emphasizing value-led selling techniques, and actively engaging with our customers to understand their changing needs. Adapting our approach not only helped us retain clients but ultimately led to securing new business during a tough period.

During high-pressure situations, I focus on maintaining open communication and providing support. Holding regular check-ins to boost morale, celebrate small wins, and reinforcing a shared vision helps motivate the team. Encouraging a culture of collaboration and offering resources helps ensure they feel equipped to succeed.

When dealing with underperforming team members, I first seek to understand any challenges they face. I use one-on-one meetings to provide constructive feedback and set clear expectations while also devising a personalized development plan. Open dialogue promotes accountability, and I regularly check in to monitor progress and celebrate improvements.

Essential techniques for developing top sales talent include tailored training programs, mentorship opportunities, and providing ongoing feedback. Encouraging team members to share best practices and successes fosters a culture of learning. Additionally, recognizing achievements prominently helps maintain motivation and commitment.

I am particularly drawn to Intercom's mission to redefine customer service and its commitment to innovation. The opportunity to lead talented Account Executives at a company that is a cultural icon in the tech space motivates me. I am eager to leverage my experience in building effective sales teams and strategies in alignment with Intercom's values to drive meaningful impact.