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Director, Sales Development



Sales & Business Development
Chicago, IL, USA
Posted on Wednesday, April 10, 2024

Intercom is an AI-first customer service platform that helps businesses deliver better, faster, more personalized support.

Intercom is bringing AI-first Customer Service to the world, dramatically improving experiences for customers, support agents, and managers alike.Modern, fast, and easy-to-use, Intercom’s complete AI-first Customer Service Platform enhances the customer experience, improves operational efficiency, and scales with our customers’ business every step of the way. Intercom is also the most innovative and fastest improving product on the market. Shipping over 200 product improvements every year, Intercom is bringing AI features to market before anyone else.

What's the opportunity? 🤔

We are seeking an experienced Global Director of Sales Development to lead our global inbound and outbound sales development teams. In this role, you will play a pivotal role in driving the growth and success of Intercom by building and managing a world class sales development organization. You will be responsible for building the strategic direction, implementing processes, and fostering a culture of excellence within the team. You will take ownership of pipeline generation and monitor it’s progression through the sales cycle.

You will partner with sales, marketing and growth leaders to build close alignment around business objectives. This will include being a critical contributor to longer-term sales strategies as well as monthly deliverables, providing the definition and implementation of the plan for sales to achieve key revenue objectives and you will be accountable for the return on investment of the sales development org.

You will be responsible for coaching and developing your management team to forecast and manage their business effectively while developing talent within the organization.

What will I be doing? 🚀

Leadership and Team Management:

  • Lead, mentor, and inspire a team of sales development managers and representatives.
  • Provide guidance, coaching, and ongoing training to develop the skills and capabilities of the team.
  • Foster a collaborative and inclusive team culture that promotes accountability, innovation, and continuous improvement.

Strategy and Planning:

  • Develop and execute the sales development strategy to drive pipeline growth and revenue generation that aligns with our company’s financial goals.
  • Define and implement scalable processes for lead generation, qualification, and conversion.
  • Collaborate with cross-functional teams, including sales, marketing, and product, to align sales development efforts with overall business objectives. Specifically, develop strategic account plans that outline the path to customer success and expansion opportunities.
  • Proficiency in utilizing and integrating the latest sales technologies and tools, including CRM systems, sales engagement platforms & AI-driven prospecting tools to enhance the sales development process and improve team efficiency and effectiveness.

Performance Management and Optimization:

  • Set clear performance targets and metrics for the sales development team and track progress against goals.
  • Analyze key performance metrics, identify areas for improvement, and implement initiatives to optimize sales development performance.
  • Utilize data-driven insights to refine strategies, tactics, and resource allocation.


  • Partner with senior sales leadership to ensure we’re aligned with and delivering on business objectives
  • Collaborate with marketing and sales programs to build and drive demand gen plans
  • Work closely with recruitment and Sales Operations to plan for headcount capacity and hit hiring goals.

What skills do I need? 📖

  • Second line leadership experience and you will have successfully led sales / sales development teams with a track record of hitting revenue goals and driving growth.
  • Proven ability to develop and execute strategic initiatives to drive revenue growth and achieve business objectives.
  • Strong leadership skills with the ability to inspire, motivate, and develop teams.
  • Experience hiring and developing teams at scale with a focus on coaching, mentoring and diversity.

Experience in using and identifying new, disruptive technologies to drive efficiency within the sales org.

  • Experience successfully managing cross-functional relationships which contribute to team performance and business goals
  • Excellent communication, presentation, and interpersonal skills.
  • Analytical mindset with proficiency in data analysis and performance metrics.
  • Experience working in a SaaS or technology-driven environment is preferred.
  • Ability to thrive in a fast-paced, dynamic startup environment.

Benefits 😍

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!
  • Open vacation policy and 10 corporate holidays
  • 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.


Intercom 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 two days per week.

We have a radically open and accepting culture at Intercom. 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.

Intercom values diversity and is committed to a policy of Equal Employment Opportunity. Intercom will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other legally recognized protected basis under federal, state, or local law.

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