Account Executive - Mid Market

📋 Description

• • Own the full sales cycle for mid-market prospects (500-1,000 employees) in North America, carrying a quarterly quota of $750K ARR and building a pipeline 3x that target through outbound, marketing-generated, and partner-sourced opportunities.
• • Run discovery calls that uncover pain points in IT service management, employee onboarding, and engagement—translating those pains into quantifiable business impact and mapping them directly to Freshworks’ EX platform capabilities.
• • Deliver tailored demonstrations and ROI models that speak to HR, IT, and Finance stakeholders, showing how unified employee-experience workflows reduce ticket volume by 30 %, cut onboarding time by 40 %, and boost eNPS by double digits.
• • Orchestrate multi-threaded deals involving 6–10 decision makers; build champions, neutralize blockers, and secure executive sponsorship to compress sales cycles to an average of 90 days.
• • Negotiate complex, multi-year SaaS contracts that include tiered pricing, professional services, and renewal uplift clauses—achieving gross-margin targets while protecting long-term account health.
• • Partner daily with Solutions Engineers to configure proof-of-concept environments, with Marketing to run account-based campaigns, and with Customer Success to craft seamless hand-offs that drive 95 %+ implementation success rates.
• • Maintain pristine CRM hygiene in Salesforce: log all activities, forecast within 5 % accuracy, and provide deal-level insights that inform product roadmap and competitive strategy.
• • Travel up to 25 % for high-value onsite meetings and industry events; otherwise work hybrid from our Boston hub (Tues-Thurs in-office) to foster team collaboration and culture.
• • Mentor newer reps by sharing talk-tracks, objection-handling tactics, and closing techniques—elevating the entire pod’s win rate and reinforcing Freshworks’ “customer-for-life” ethos.
• • Stay ahead of EX and ITSM trends, completing at least one industry certification per year (e.g., HDI, ITIL4, or SHRM) and feeding market intelligence back to Product and Marketing teams.
• • Champion customer advocacy: convert satisfied users into case studies, G2 reviews, and reference calls that fuel pipeline growth and shorten future sales cycles.