Account Executive, Mid-Market

As a Mid-Market Account Executive at Intercom, you’ll manage the full sales cycle for our mid-market clients. This includes evangelizing our innovative AI-driven customer service platform, providing tailored demonstrations, and closing new business. Your role will be pivotal in driving the growth of Intercom and pushing the boundaries of traditional sales approaches.

To apply for the Mid-Market Account Executive position at Intercom, you should have at least 4 years of experience in a similar role and a minimum of 2 years selling SaaS products. A strong track record of meeting or exceeding sales quotas, excellent communication skills, and a passion for understanding customer needs are key requirements.

Intercom provides a comprehensive benefits package to its Mid-Market Account Executives, which includes a competitive salary, equity options, health and dental insurance, flexible paid time off, and parental leave. We also serve lunch, maintain a stocked kitchen, and have a supportive work environment that encourages personal development.

The Mid-Market Account Executive role at Intercom is uniquely focused on using a consultative sales approach. Unlike traditional sales roles that may prioritize volume or speed, this position emphasizes building deep relationships with clients and understanding their specific needs to foster long-term partnerships while advocating for the customer’s voice internally.

At Intercom, we strongly believe in the growth and development of our employees. Our Mid-Market Account Executives receive ongoing training and mentorship, as well as opportunities to contribute to team development initiatives. We value creativity and encourage team members to take ownership of their learning journeys.

The culture at Intercom is radically open and inclusive. As a Mid-Market Account Executive, you’ll enjoy a collaborative environment that respects diversity and personal expression. We prioritize doing incredible work and achieving our goals, all while fostering a safe and welcoming atmosphere for everyone.

Success as a Mid-Market Account Executive at Intercom requires strong sales instincts, excellent communication skills, and an ability to close deals in a competitive landscape. Additionally, a growth mindset, intellectual curiosity, and the capability to problem-solve effectively in a fast-paced environment are vital for excelling in this position.

In your response, focus on specific experiences you’ve had selling SaaS products, including the types of clients you've worked with. Highlight your ability to generate leads, close deals and how your approach has evolved through your career, showcasing your adaptability and learning.

Discuss your methods for managing the sales cycle effectively, such as time management techniques, CRM tools you use, and how you track progress from prospecting to closing. It's essential to show that you're organized and can handle multiple clients without losing sight of individual needs.

Explain your consultative approach to understanding client needs before demonstrating product value. Provide examples of tailored demos you've created and how they led to successful client relationships, emphasizing the importance of customizing communications.

Describe your routine for keeping informed about product developments and industry trends, such as attending webinars, reading industry blogs, or participating in relevant courses. Emphasize your growth mindset and your proactive approach to learning.

Share a specific story where you faced obstacles, what strategies you used to overcome them, and how you eventually closed the deal. This showcases your problem-solving abilities and resilience, key qualities for a Mid-Market Account Executive.

Articulate your thoughts on relationship-building, emphasizing communication, trust, and understanding client needs. Share how you've fostered long-term relationships with clients in the past and how it contributed to your success.

It's important to be honest and reflective. Share a specific instance, what factors led to missing the target, and most importantly, how you learned from that experience and what steps you took to improve in the future.

Discuss your approach to prioritization, mentioning any frameworks you use (like the Eisenhower Matrix or clear deadline management), and how you ensure that each client feels valued and attended to, regardless of how busy you may be.

Highlight your understanding of collaboration and how it enhances the sales process. Share examples of how you've worked with marketing or product teams to create better solutions for clients and drive sales together.

Demonstrate your knowledge of Intercom's mission and culture. Share why you resonate with their values, the importance of the role in shaping customer experiences, and how you envision contributing to their vision for improving customer service.