Senior Account Executive - Inside Sales

Job 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. About the Role We are seeking a high-velocity, customer-centric Senior Account Executive to join our fast-growing, high-performance global sales team. In this critical mid-market/SMB role, you will sit at the intersection of incoming market demand and proactive expansion, capitalizing on a steady stream of marketing-qualified leads and high-value channel partner opportunities to drive predictable revenue velocity. The ideal candidate is a consultative closer who excels in a fast-paced SaaS environment, possesses deep empathy for buyer pain points, and understands how to navigate the full sales lifecycle smoothly. If you are highly autonomous, masterfully articulate value over features, and thrive on winning business within the competitive North American market, this role is built for you. Roles & Responsibilities • Full Lifecycle Funnel Ownership: Own and orchestrate the entire sales cycle from initial qualification, deep technical discovery, and tailored product demonstrations through to proposal architecture, contract negotiation, and final deal closure. • Inbound & Partner Opportunity Conversion: Rapidly engage, qualify, and convert premium inbound leads and partner-registered opportunities, successfully positioning our SaaS solution as the definitive answer to the prospect's business needs. • Tailored Executive Presentations: Deliver compelling, ROI-focused product demonstrations (primarily virtually) that showcase the platform's unique value proposition, specifically tailored to resonate with North American SMB decision-makers and C-suite stakeholders. • Precision Forecasting & Pipeline Hygiene: Maintain strict, meticulous pipeline management within our CRM system (Salesforce/HubSpot). Generate accurate monthly and quarterly revenue forecasts, ensuring healthy pipeline coverage to consistently exceed individual quotas. • Early Account Expansion: Identify immediate upsell and cross-sell expansion opportunities within newly acquired accounts post-sale to maximize initial Contract Value (ACV). • Cross-Functional Synergy: Collaborate closely with the Marketing team to provide a real-time feedback loop on lead quality, partner with Sales Development Representatives (SDRs) on account handoffs, and sync with Customer Success and Product teams to ensure a frictionless onboarding experience. • Continuous Sales Excellence: Continuously refine your objection-handling techniques, stay ahead of competitive landscape shifts, and master advanced sales methodologies to maintain a high-converting win rate. 2. Impact You Can Create • Accelerate International Revenue: Your execution will directly expand our market share and brand presence within the highly competitive North American region. • Optimize Funnel Velocity: By mastering consultative, discovery-first qualification, you will shorten sales cycles and minimize pipeline stagnation, turning raw interest into closed-won revenue faster. • Shape Product & Marketing Strategy: Acting as the primary voice of the customer, your strategic feedback loop will help align corporate marketing campaigns and product roadmaps directly with the evolving needs of the SMB market.   3. Skills & Competencies • Consultative Discovery & Execution: Mastery of deep discovery techniques; ability to look beyond superficial feature requests to diagnose complex underlying business challenges and frame value-based, solution-driven proposals. • Command of Sales Methodologies: Deep familiarity with world-class sales frameworks (e.g., MEDDIC, Challenger Sale, SPIN Selling, or Sandler) to systematically qualify and de-risk opportunities. • Objection Handling & Commercial Closing: Exceptional negotiation acumen with a proven ability to proactively anticipate, counter, and navigate complex pricing, security, or legal objections smoothly. • Cultural Nuance & Communication: Flawless verbal and written English communication skills, with a native understanding of North American business etiquette, professional cultural nuances, and corporate communication expectations. • Adva