Head of Enterprise Sales

Intercom is leading the transformation of customer support with Fin, our breakthrough AI Agent. As we scale into the enterprise market, we’re looking for a seasoned sales leader to build and lead our global enterprise sales team.

This is a critical role for Intercom: you’ll define and execute our enterprise go-to-market strategy, build and expand a team of Account Executives whose reporting lines will ultimately roll up to this position, and work cross-functionally to build the infrastructure and processes needed to win in the enterprise segment. You’ll report directly to the SVP of Sales and collaborate closely with senior executives across Product, Marketing, Customer Success, Legal, and more.

We are looking for a highly effective leader who excels at attracting and developing talent, inspiring others, and working cross-functionally to build efficient and customer-centric sales processes. 

If you’re a strategic thinker, exceptional coach, and operationally strong builder who thrives in high-growth environments, we want to talk.

• Defining the Enterprise Strategy
• Partner with the SVP of Sales and executive leadership to define Intercom’s enterprise strategy.
• Identify priority verticals, account segmentation, GTM requirements, and success metrics.
• Align key cross-functional stakeholders (Product, Marketing, Success, etc.) on a scalable, repeatable enterprise motion.
• Build the roadmap to scale—quarter by quarter.
• Sales Execution and Leadership
• Oversee a team of Enterprise AEs, front line managers, and cross-functional GTM contributors (BDR, SE, PMM, CSM, Ops).
• Develop and execute effective sales strategies to grow Fin adoption across large enterprises.
• Shape vertical plays and use-case positioning for “Fin for Platforms” (e.g., Salesforce, Zendesk).
• Drive pipeline creation and progression across the full funnel.
• Performance Management
• Recruit, develop, and retain top enterprise sales talent.
• Set and manage KPIs, forecast accurately, and run disciplined inspection processes
• Use CRM and analytics tools to monitor team performance and deal velocity.
• Optimize conversion and scale through repeatable processes.
• Cross-Functional Collaboration
• Partner closely with Marketing, Product, and Customer Success to build an integrated enterprise GTM engine.
• Influence roadmap decisions and packaging strategy based on enterprise buyer needs
• Work hand-in-hand with Sales Ops and Enablement to build infrastructure and tools.
• Customer & Market Focus
• Maintain deep knowledge of customer pain points, buying processes, and enterprise support trends.
• Coach the team to position Fin’s ROI clearly with senior stakeholders (IT, Ops, Procurement, Security).
• Ensure a smooth post-sale handoff and long-term customer success.
• Reporting & Analytics
• Provide regular business updates to senior executives, including pipeline health, forecast confidence, competitive intelligence, and GTM risks/opportunities.
• Use data-driven insights to inform strategic decisions and GTM refinements.

• 5+ years of frontline management experience in enterprise SaaS; experience leading teams selling to large orgs (5,000+ FTEs).
• Track record of closing complex, high-value deals and coaching others to do the same.
• Demonstrated success building or scaling a new enterprise motion (not just inheriting one).
• Deep familiarity with outbound-led motions, Command of the Message, and MEDDPICC (or similar).
• Strong pipeline management and forecasting discipline in long-cycle sales environments.
• Skilled at cross-functional influence and navigating matrixed orgs.
  Comfortable building infrastructure—territories, hiring plans, enablement, inspection rhythms.
• Passion for hiring, coaching, and scaling teams in high-growth environments.
• Excellent communication and executive presence—able to inspire, align, and challenge constructively.
• Experience in AI, customer support SaaS, or platform selling is a strong plus.
• Operates with urgency, humility, and a builder’s mindset.

Comfortable working with a global team and global team leadership

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
• 401k plan & match
• In-office bicycle storage
• Fun events for Intercomrades, friends, and family!

*Proof of eligibility to work in the United States is required.

The OTE salary range for candidates within the San Francisco Bay Area is $545,000 - $625,000. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base 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).