8+ years of quota-carrying SaaS sales experience focused on enterprise accounts.
Proven ability to navigate complex sales cycles and build relationships with C-level executives.
Demonstrated success in generating pipeline and converting prospects into closed business.
Experience collaborating with channel partners for account targeting and customer expansion.
Strong solution-selling skills with knowledge of ITSM and employee experience platforms.
Proficiency in Salesforce or similar CRM for pipeline management and forecasting.
Collaborative communicator with a customer-first mindset.
Responsibilities
Execute territory strategies to win new enterprise business and exceed growth targets.
Lead the full sales cycle from prospecting to negotiation and closing.
Build trusted relationships with C-level executives by addressing their business challenges.
Collaborate cross-functionally to enhance customer experiences and mentor peers.
Proactively generate pipeline through targeted outreach and account research.
Work with channel partners on joint prospecting and opportunity development.
Maintain accurate forecasts and account records in Salesforce.
Travel 30-40% of the time to engage customers and partners.
Benefits
Comprehensive dental, medical, and vision insurance options.
Equity and Employee Stock Purchase Plan (ESPP).
Flexible paid time off (PTO) policy.
Flexible spending accounts and commuter benefits.
Wellness benefits available.
Adoption and parental leave benefits.
Full Job Description
As a Account Executive - Strategic, you will play a key role in driving growth and closing complex sales deals within your territory. You'll own and develop new strategic and enterprise accounts, strengthen relationships with existing customers, and use your SaaS expertise to connect with C-level executives and technical decision-makers. We're looking for someone who is curious, collaborative, and motivated to create real impact for customers.
What you'll do:
Engage, Discover & Drive Results: Execute territory strategies to win new enterprise business, expand market presence, and consistently exceed growth targets.
Execute the Sales Process: Lead the full sales cycle from prospecting through negotiation and close while meeting or exceeding revenue goals.
Articulate Value: Build trusted relationships with C-level executives by understanding their business challenges, tailoring industry-relevant use cases, and delivering outcome-driven value conversations. Stay informed on competitive dynamics and product innovation to represent Freshworks confidently.
Learn & Collaborate: Partner cross-functionally with Business Development, Pre-Sales, Marketing, Implementations, Billing, and Deal Desk to deliver seamless customer experiences. Mentor and coach peers to strengthen overall team performance.
Hunt & Prospect: Proactively generate your own pipeline through targeted outbound outreach, account research, executive engagement, and territory planning. Develop and maintain a robust, high-quality pipeline that supports new customer acquisition and predictable revenue growth.
Partner with the Channel: Collaborate with channel partners on account targeting, joint prospecting, and opportunity development to win new business, expand customer relationships, and grow annual recurring revenue.
Maintain Operational Discipline: Maintain accurate forecasts and complete, current account and opportunity records in Salesforce. Use sales engagement, deal collaboration, and coaching tools to strengthen execution and advance opportunities.
Engage Customers in Person: Travel approximately 30-40% of working time to engage customers and partners, build meaningful relationships, and participate in company events. Travel may include overnight stays and will vary based on territory and business needs.
Qualifications
Experience That Counts: Typically eight or more years of quota-carrying, closing SaaS sales experience focused on enterprise accounts, with a strong track record of consistently meeting or exceeding revenue goals.
Strategic Mindset: Proven ability to navigate complex, medium-to-long enterprise sales cycles, foster trusted relationships with technical and executive stakeholders, and deliver measurable business outcomes.
Revenue Focused: Demonstrated success generating your own pipeline, acquiring new customers, and converting outbound prospecting into closed business. Skilled in pipeline management and accurate forecasting.
Channel Experience: Experience selling with channel partners, including joint account targeting, prospecting, opportunity development, and customer expansion.
Domain Knowledge: Strong solution-selling skills with the ability to listen, understand diverse customer challenges, and position software solutions such as ITSM, IT infrastructure, and employee experience platforms that enhance productivity, engagement, and ROI.
Operational Discipline: Proficiency with Salesforce or a comparable CRM, including opportunity tracking, pipeline management, and forecasting. Experience with tools such as Outreach, Accord, or Yoodli is preferred.
Strong Communicator: Collaborative and analytical, with a customer-first mindset and the ability to partner across teams and use insights to drive sustainable growth.
Travel: Ability to fulfill the travel responsibilities described above, with or without reasonable accommodation.
Additional Information
The annual base salary range for this position is $127,800 - $183,655 USD + Variable Compensation
Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level.
Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.
About Freshworks
Freshworks is a cloud-based customer engagement software company that provides businesses with a suite of products to enhance their customer experience. The company's products include Freshdesk, Freshservice, Freshsales, Freshcaller, and Freshchat. Freshworks was founded in 2010 and is headquartered in San Mateo, California.
