Sr. Account Executive

Company Description

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.

Job Description

Inbound RoW

We are seeking a highly motivated and customer-centric Senior Account Executive to join our growing inbound sales team focused on the ANZ/ EU market. This is a critical role responsible for capitalizing on a steady stream of marketing-qualified leads and converting interest into revenue. The ideal candidate will have a proven track record in a high-velocity inbound SaaS sales environment, a deep understanding of the sales lifecycle, and the ability to effectively articulate our value proposition to prospects in ANZ/ EU. You will be instrumental in driving revenue growth by mastering the art of converting inbound interest into loyal customers.

Key Responsibilities

Inbound Lead Management & Qualification:

• Engage with a high volume of inbound leads from various marketing channels with speed and efficiency.
• Conduct thorough discovery calls to qualify leads, uncover prospect needs, pain points, and business objectives, effectively positioning our SaaS solution as the optimal answer.
• Manage and prioritize the inbound lead pipeline to consistently meet and exceed quarterly and annual sales quotas.

Full Sales Cycle Management:

• Own the entire sales cycle from initial inbound inquiry and qualification through product demonstration, proposal generation, negotiation, and deal closure.
• Deliver compelling and tailored product demonstrations (often virtually) that highlight the unique value and ROI of our platform for the ANZ/ EU audience.

Revenue Generation & Quota Attainment:

• Consistently meet or exceed individual sales targets and contribute significantly to the team's overall revenue goals.
• Forecast sales accurately and maintain a healthy pipeline coverage.
• Identify upsell and cross-sell opportunities within newly acquired accounts post-initial sale.

Strategic Account Engagement:

• Develop and nurture strong, long-term relationships with prospects and key stakeholders, acting as a trusted advisor throughout the sales process.
• Navigate complex organizational structures and identify all relevant decision-makers and influencers.
• Understand the competitive landscape and articulate our differentiating factors effectively.

Collaboration & Communication:

• Collaborate closely with the Marketing team to provide a tight feedback loop on lead quality and campaign effectiveness.
• Work with Sales Development, Product, and Customer Success teams to ensure a seamless prospect and customer experience.
• Maintain accurate and up-to-date records of all sales activities, pipeline, and customer information in the CRM system (e.g., Salesforce, HubSpot).

Continuous Learning & Improvement:

• Stay abreast of industry trends, market developments, and competitor activities, particularly within the ANZ/ EU market.
• Continuously refine sales methodologies, product knowledge, and objection handling techniques.
• Actively participate in sales training, workshops, and coaching sessions.

Qualifications

• Proven Inbound Sales Success (3-7 years): Demonstrated track record of consistently meeting or exceeding sales quotas in a B2B SaaS inbound sales environment, with significant experience selling to ANZ/EU clients.
• Inbound Lead Conversion Expertise: Skill in rapidly engaging, qualifying, and converting a high volume of marketing-qualified leads.
• Consultative Selling & Discovery: Strong ability to conduct deep discovery, actively listen, understand complex business challenges, and articulate value-based solutions rather than just features.
• Compelling Presentation & Demonstration: Exceptional ability to deliver engaging and tailored virtual product demonstrations and presentations that resonate with diverse ANZ/EU audiences, including C-level executives.
• Objection Handling & Negotiation: Proven skill in anticipating, addressing, and overcoming objections effectively, leading to successful negotiations and deal closures.
• Pipeline Management & Forecasting: Strong proficiency in managing a sales pipeline, accurately forecasting revenue, and utilizing CRM tools (e.g., Salesforce, HubSpot) to track progress and report on performance.
• Communication Excellence: Outstanding verbal and written communication skills in English, with a strong understanding of ANZ/EU business etiquette and cultural nuances.
• Resilience & Persistence: High level of tenacity and a positive attitude, with a strong drive to succeed in a target-driven environment.
• Self-Motivation & Autonomy: Ability to work independently, manage time effectively, and take initiative to drive results without constant supervision, often during hours that align with the EU/UK market
• Adaptability & Learning Agility: Quick learner, capable of adapting to new technologies, market changes, and evolving sales strategies.
• Tech Savvy: Comfortable with SaaS platforms and proficient in using sales engagement tools (e.g., SalesLoft, Outreach.io), and CRM systems.

Desired Skills:

• Experience selling within specific industries relevant to the Indian market and Europe Market (e.g., FinTech, HR Tech, Healthcare).
• Familiarity with specific sales methodologies (e.g., MEDDIC, Challenger Sale, SPIN Selling, Sandler).
• Strong analytical skills to identify trends and opportunities from sales data.

Educational Background:

• Bachelor's degree

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.