Principal Partnerships Manager

Posted Yesterday
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Dublin, IRL
Hybrid
Senior level
Cloud • Information Technology • Software
Intercom's mission is to make internet business personal - helping businesses connect with their customers.
The Role
Owns Fin.ai’s partner ecosystem across priority EMEA markets, managing systems integrators, cloud resellers, and consulting partners. Responsibilities include developing joint go-to-market programs, generating partner-sourced pipeline, supporting enterprise deals and implementations, building senior partner relationships, reporting results, evaluating new partnerships, and localizing global programs. The role collaborates closely with sales, marketing, and regional leadership to drive revenue and adoption of AI-powered customer support solutions.
Summary Generated by Built In

Fin, now part of Salesforce, is on a mission to help businesses provide perfect customer experiences.

Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce. Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration. Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system.

Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword, it's a way of life. The world of work as we know it is changing, and we're looking for Trailblazers who are passionate about bettering business and the world through AI.

Ready to level up your career at the company leading workforce transformation in the agentic era? You're in the right place. Agentforce is the future of AI, and you are the future of Salesforce.

What's the opportunity? 

Fin.ai is building the AI agent that resolves customer support conversations autonomously — and our partner ecosystem is central to how we scale adoption in the EMEA market. As a Principal Partner Manager for EMEA, you'll own our partner relationships across a defined set of priority markets, working closely with our direct sales team to drive revenue through systems integrators, value added resellers, and local implementation partners.

This is a builder role for someone who thrives in a dynamic, high-growth environment. You'll be the architect of Fin.ai's EMEA partner motion — standing up programs, forging relationships, and converting partner activity into measurable pipeline for AI-driven customer support deployments. You'll operate across multiple partner types simultaneously and serve as the connective tissue between our ecosystem and our sales team.

The ideal candidate brings a hunter's instinct to partnerships: proactive, commercially sharp, and energised by the challenge of building something meaningful in a market with real momentum around AI adoption in customer service. You'll work cross-functionally with sales, marketing, and regional leadership — and you'll be a visible face of Fin.ai in the EMEA partner and CX community.

What will I be doing? 
  • Take ownership of Fin's partner portfolio across a defined set of priority EMEA markets, spanning systems integrators, cloud resellers, and local consulting partners
  • Design and run joint go-to-market motions with regional consulting firms and CX implementation partners
  • Connect partner-sourced activity directly into the regional sales team's pipeline through account mapping, warm introductions, and active deal support
  • Bring together cloud reseller and consulting partners teams around shared enterprise opportunities, orchestrating joint plays where it makes sense
  • Build durable, senior-level relationships with partner leadership, positioning yourself as a de facto member of their go-to-market org
  • Own the reporting on partner-influenced and partner-sourced pipeline, and represent program results to internal leadership and the broader EMEA team
  • Jump in on partner-led implementations when needed to protect delivery quality and keep partners bought in
  • Vet inbound partnership requests and go hunting for new relationships that open doors for Fin in your markets
  • Partner with Fin's global and EMEA teams to localize programs for your region and feed regional learnings back into the broader partner strategy
What skills do I need? 
  • 8+ years in partnerships, channel, or alliances roles within enterprise SaaS, cloud, or CX/customer support software
  • Hands-on experience managing cloud resell & consulting partnerships — you're not a one-partner-type operator
  • Strong pipeline-generation instincts — you think in terms of sourced and influenced revenue, not just relationship health
  • Commercial fluency — you can draw a straight line from partner activity to closed revenue
  • A natural collaborator with direct sales teams — you know what makes a rep's life easier and you build for that
  • Range across levels — equally credible in a room with a partner CRO and coordinating day-to-day logistics with a partner marketing manager
  • Comfort operating in fast-moving, high-growth environments where the playbook is still being written
  • Familiarity with the EMEA market landscape; open to regular travel across the region
  • Operational rigor — you can run multiple live partner relationships in parallel without anything slipping, and you over-communicate rather than under
  • Genuine curiosity about AI and a willingness to use AI tools to work smarter

#LI-Hybrid

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. At Fin, we want to give people what they need to do the best work of their careers. Our benefits and programs are designed to support your health and wellbeing, your family, your time away from work, and your financial future. Offerings vary by location in line with local practices and requirements. Learn more about working at Fin and the benefits we offer at fin.ai/careers. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records. 

Policies 

Fin 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.

We have a radically open and accepting culture at Fin. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone. As an organization, our policy is to not advocate on behalf of the company or our employees on any social or political topics out of our internal or external communications. We respect personal opinion and expression on these topics on personal social platforms on personal time, and do not challenge or confront anyone for their views on non-work related topics. Our goal is to focus on doing incredible work to achieve our goals and unite the company through our core values.  

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.


Skills Required

  • 8+ years of experience in partnerships, channel, or alliances roles within enterprise SaaS, cloud, or customer support software
  • Hands-on experience managing cloud reselling and consulting partnerships
  • Experience generating pipeline and driving sourced or influenced revenue
  • Commercial fluency connecting partner activity to closed revenue
  • Ability to collaborate effectively with direct sales teams
  • Ability to work credibly with senior partner executives and operational partner contacts
  • Experience operating in fast-moving, high-growth environments
  • Familiarity with the EMEA market landscape
  • Operational rigor managing multiple partner relationships in parallel
  • Willingness to use AI tools to work more efficiently
  • Willingness to travel regularly across the EMEA region

Intercom Compensation & Benefits Highlights

The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Intercom and has not been reviewed or approved by Intercom.

  • Healthcare Strength — Healthcare is described as comprehensive across regions, with employer‑verified medical, dental, and vision coverage and related protections. Job postings and benefits pages consistently highlight strong core health benefits.
  • Parental & Family Support — Parental leave is repeatedly characterized as generous for both birthing and non‑birthing parents, with employer verification on public benefits listings. Family support is emphasized across U.S. and EMEA postings.
  • Equity Value & Accessibility — Role postings regularly include equity/RSUs alongside salary, indicating broad access to ownership. Total compensation descriptions consistently feature equity as a meaningful part of the package.

Intercom Insights

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The Company
HQ: San Francisco, CA
900 Employees
Year Founded: 2011

What We Do

Intercom is the next generation customer service platform, built for an AI-first world. Intercom is the only platform that combines an AI Bot + AI Help Desk + Proactive Support tools into one seamless platform. Founded in 2011 and backed by leading venture capitalists, including Kleiner Perkins, Bessemer Venture Partners and Social Capital, Intercom is on a mission to make internet business personal. Our products are great to sell, because they're loved by our customers. We received a “Top Rated” for Live Chat on Trustradius, and we’re a Top 50 product for Small Businesses on G2 - we think these awards speak for themselves.

Why Work With Us

We're a more established company that still feels like a start-up environment. We operate and innovate quickly. Employees have the opportunity to take big bets, make signficiant impact, and advance in their careers.

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