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Freshworks is seeking a Senior Account Executive to join its fast-growing global sales team, focused on the North American SMB and mid-market segment. You will own the complete sales lifecycle—from lead qualification and technical discovery through product demonstrations, proposal architecture, contract negotiation, and deal closure. You will rapidly convert high-quality inbound leads and channel partner opportunities, delivering ROI-focused, virtually-delivered product presentations tailored to North American decision-makers and C-suite stakeholders.
Key responsibilities include maintaining rigorous pipeline hygiene in Salesforce/HubSpot with accurate monthly and quarterly forecasting; identifying early upsell and cross-sell opportunities within newly closed accounts to maximize contract value; and collaborating cross-functionally with Marketing, SDRs, Customer Success, and Product teams to optimize lead quality and ensure smooth onboarding. You will act as the voice of the customer, providing strategic feedback to shape product roadmaps and marketing campaigns aligned with SMB market needs.
You will thrive in a consultative, discovery-first sales environment, mastering objection handling and complex negotiations around pricing, security, and legal concerns. You should be highly autonomous, articulate value over features, and excel at shortening sales cycles through disciplined qualification and pipeline management.
REQUIREMENTS:
- 3–7 years of quota-carrying Account Executive experience in B2B SaaS, specifically in SMB/Mid-Market, with a proven track record of meeting or exceeding individual targets
- Documented experience closing deals with North American clients
- Fluency with sales methodologies (MEDDIC, Challenger Sale, SPIN Selling, Sandler, or equivalent)
- Proficiency with modern SaaS tech stacks, sales engagement tools (SalesLoft, Outreach.io, ZoomInfo), and enterprise CRMs
- Flawless verbal and written English communication with native understanding of North American business etiquette and corporate norms
- Bachelor's degree (mandatory)
- Flexibility to work shifts aligned with North American time zones for maximum market coverage
- Desired: prior experience selling in specialized technical domains (FinTech, HR Tech, Healthcare SaaS)
