10-15 years of software sales experience, including 3-5 years in a management role leading B2B SaaS sales teams.
Proven track record of exceeding revenue targets using value-based selling methodologies.
Strong skills in executing Mutual Action Plans and managing complex deal negotiations.
Ability to coach and manage team expectations effectively.
Commitment to building inclusive team environments and developing emerging talent.
Customer-centric with the ability to engage credibly with C-level stakeholders.
Hands-on experience with CRM reporting and sales forecasting to drive performance.
Effective collaborator aligning sales with marketing and product teams.
Responsibilities
Lead and mentor a team of Account Executives, setting performance standards and supporting their development.
Partner with Account Executives on strategic accounts to structure deals and navigate negotiations.
Oversee daily sales operations, ensuring pipeline discipline and accurate forecasting.
Identify sector-specific trends and customer pain points to drive go-to-market execution.
Collaborate with cross-functional teams to enhance deal velocity and account engagement.
Anticipate risks in deal cycles and implement strategies to maintain momentum.
Establish practices that promote adaptability and sharing of competitive insights.
Benefits
Multiple options for dental, medical, vision, disability, and life insurance.
Equity and Employee Stock Purchase Plan (ESPP).
Flexible paid time off (PTO) and spending accounts.
Commuter benefits and wellness programs.
Adoption and parental leave benefits.
Full Job Description
Job Description
Lead, mentor, and develop a team of Account Executives, establishing clear performance standards and supporting continuous professional development and career advancement.
Partner directly with Account Executives on key strategic accounts to structure deals, navigate multi-stakeholder evaluations, and lead negotiations with senior executives.
Oversee day-to-day sales operations, enforcing pipeline generation discipline, sales methodology rigor, and accurate weekly forecasting.
Drive vertical go-to-market execution by identifying sector-specific trends, customer pain points, and use cases to position Freshworks' product suite effectively.
Collaborate cross-functionally with Solution Engineering, Field Marketing, Customer Success, Channel, and Business Development to accelerate deal velocity and ensure cohesive account engagement.
Anticipate execution risks within deal cycles and proactively implement mitigation strategies to maintain momentum and deal velocity.
Establish team practices that encourage adaptability, operational rigor, and systematic sharing of deal wins and competitive insights.
Qualifications
10-15 years of software sales experience, including 3-5 years of direct people management experience leading quota-carrying B2B SaaS sales teams.
Proven track record of consistently meeting or exceeding revenue targets through value-based and solution-selling methodologies in mid-market or enterprise segments.
Strong skills around executing Mutual Action Plans, deal qualification, and complex deal negotiations.
Ability to coach others while managing to expectations,
Demonstrated commitment to investing in people by building high-trust, inclusive team environments, coaching sellers through complex cycles, and developing emerging talent.
Customer-centric orientation with the ability to translate industry-specific operational needs into scalable software solutions and engage credibly with C-level stakeholders.
Strong execution focus with hands-on experience utilizing CRM reporting, pipeline metrics, and sales forecasting cadences to drive team performance.
Effective cross-functional collaborator experienced in aligning sales motions with marketing campaigns, partner networks, and product specialists.
Must be highly motivated, carry an entrepreneurial spirit for the team, and display an incredibly high sense of urgency and execution.
Nice to Have
Domain expertise selling into the Manufacturing vertical.
Previous experience selling Customer Experience (CX), CRM, or IT Service Management (ITSM) enterprise software platforms.
Additional Information
The annual base salary range for this position is $195,000 - $240,000 + Variable Compensation (where applicable)
Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.
Freshworks Benefits: Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. 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.
