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Salary: USD 120,000 - 170,000 / annual
Freshworks is seeking a driven Account Manager for their Mid-Market segment to own and grow a portfolio of existing customers while uncovering new expansion opportunities. This is a hybrid role based in San Mateo, CA (3 days/week onsite, Tuesday–Thursday).
You will take ownership of a mid-market customer portfolio, driving revenue through renewals, upsells, and cross-sells while working toward ambitious sales targets. Your responsibilities include:
• Owning your business: manage a portfolio of mid-market customers, consistently working toward revenue targets through renewals, upsells, and cross-sells.
• Finding the next big opportunity: go beyond the initial sale to uncover new use cases, expand into additional teams, and identify ways to grow customer relationships.
• Building relationships that open doors: connect with decision-makers and executives, understand their business priorities, and become a trusted partner.
• Driving deals from start to finish: lead discovery, navigate complex sales conversations, build compelling business cases, negotiate, and close opportunities.
• Turning customer challenges into business wins: demonstrate how Freshworks solves real problems, improves efficiency, and delivers measurable value.
• Staying ahead of the game: build and maintain a healthy expansion pipeline, forecast accurately, and take a proactive approach to hitting your numbers.
• Winning together: partner with Customer Success, Marketing, Product, and other teams to create a seamless customer experience and unlock growth.
• Travel as needed to strengthen customer relationships and create meaningful in-person connections.
Freshworks builds uncomplicated service software for customer experience (CX) and employee experience (EX), trusted by over 72,000 companies including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music.
REQUIREMENTS:
• 5+ years of experience in SaaS sales, account management, or solution-based selling, with a demonstrated track record of achieving or exceeding revenue targets.
• A growth mindset: you look for ways to expand accounts, uncover opportunities, and turn conversions into revenue.
• Strong commercial instincts: comfortable owning a number, managing a pipeline, forecasting, and navigating complex sales cycles.
• Executive presence: can confidently engage senior stakeholders, ask the right questions, and connect business challenges to solutions.
• Consultative selling style: know how to listen, challenge assumptions, and build trust while moving opportunities forward.
• Collaborative, adaptable approach: thrive in a fast-moving environment, embrace change, and value teamwork.
• Bonus: experience with CRM, employee experience (EX), customer experience (CX), or IT service management (ITSM) solutions.
