Account Manager - Mid Market - job 1 of 2

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

We are looking for an experienced an Account Manager - Mid Market who has a knack in building deep customer relationships and driving incremental business in existing Freshworks customers by delivering value.  They should have a consultative sales approach, a successful track record growing and on-boarding clients with polished presentation skills. This person must demonstrate all the behaviors associated with a high performance sales culture, specifically managing a pipeline of business opportunities and delivering results against a quota. This individual will provide the best sales experience possible for our customers.

The candidate should be a self-starter with a “GROWTH MINDSET” who has a willingness  to learn and adapt in any situation. She / He should be prepared to develop and execute  against an account plan and consistently deliver on revenue targets and have a strong can-do  attitude in an agile environment. The ideal candidate will possess both sales and technical  expertise along with engagement skills from a CXO level to technical and operations staff.  The Account Manager will be an exceptionally strong analytical thinker who thrives in fast paced dynamic environments with good communication and presentation skills.

Responsibilities: 

 You’ll become the resident expert on the Freshworks platform and will expand our cloud-based software usage in existing customers

• Drive expansion through upsell and cross-sell to meet or exceed revenue targets 

• Demonstrating / selling value to key stakeholders within the accounts

• Build a plan to maximize revenue and customer satisfaction within your accounts

• Create & articulate compelling value conversations with C-Level stakeholders also work in  alignment with inside stakeholders namely AMs, Customer Success, Implementations,  Billing, Support, deals teams etc.

• Close large, complex deals involving multiple executive level stakeholders

• Collaborate with and lead a larger cross functional team to the closure of large complex deals

• Demonstrated experience managing complex sales cycles and negotiating win-win agreements based on value based selling

• Exceeding activity, pipeline and revenue goals on a quarterly basis

• Build strategies and execute on the plan in the assigned territory with the goal of generating and maintaining 4x pipeline 

• Analyze sales/metrics data from your accounts to help evolve your strategy 

• Assist customers in identifying industry relevant use cases and educate customers to make a  strong business impact 

• Develop long-term strategic relationships with key accounts 

• Ensuring satisfaction within your accounts  

• 3+ years of experience in SaaS or mid-market sales, with a track record of exceeding targets and building strong customer relationships
• A natural communicator who knows how to listen deeply, ask the right questions, and drive value 
• Solid understanding of SaaS platforms - bonus points if you've worked with employee experience (EX) solutions
• Comfortable working in a fast-paced, evolving environment where your ideas are valued 
• A consultative, adaptable, and thoughtful approach, you're strategic but also hands-on when needed

This role will be required to be in the office three days a week. It is based in San Mateo, CA, and the expected base salary range for this position is outlined below. The actual base pay will depend on various job-related factors such as professional background, training, work experience, business needs, and market demand. In some cases, the actual salary may fall outside of this range. Please note this pay range is subject to change and may be modified in the future.

Compensation Package

$100,000 - $130,000 Base Salary. This role is also eligible for variable compensation. 

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.