Lead - Account Executive

📋 Description

• • Own and accelerate revenue growth across a defined UK & Nordics territory, consistently exceeding quarterly and annual ARR targets while expanding Freshworks’ footprint in strategic enterprise accounts.
• • Orchestrate the complete enterprise sales cycle—prospecting, discovery, business case development, multi-stakeholder alignment, negotiation, and closure—delivering predictable, high-performance results that map directly to company OKRs.
• • Craft and execute data-driven territory plans that identify whitespace opportunities, prioritise high-value prospects, and balance new-logo acquisition with strategic upsell/cross-sell motions inside existing customers.
• • Build and nurture C-suite and VP-level relationships across IT, Customer Experience, HR, and Finance functions; translate complex business pains into quantifiable value propositions that position Freshworks as the long-term partner of choice.
• • Deliver compelling product demonstrations, ROI analyses, and bespoke business cases that resonate with both technical evaluators and economic buyers, accelerating consensus and reducing sales-cycle friction.
• • Maintain a rigorously accurate pipeline in Salesforce, forecast weekly with ±5 % precision, and leverage MEDDPICC to qualify, progress, and close opportunities above £100 k ARR.
• • Collaborate daily with Solutions Consulting, Marketing, Channel Alliances, and Customer Success to craft account strategies, tailor campaigns, and ensure seamless post-sale hand-offs that maximise NRR.
• • Lead RFI/RFP responses, security reviews, and commercial negotiations, orchestrating legal, procurement, and executive teams to secure win-win agreements that protect margin and accelerate time-to-revenue.
• • Act as the voice of the customer internally—feeding competitive intelligence, product gaps, and market trends back to Product Management and Marketing to sharpen roadmap priorities and sharpen messaging.
• • Travel up to 40 % across the UK and Nordics to attend on-site discovery workshops, executive briefings, industry events, and customer QBRs, representing Freshworks with professionalism and purpose.
• • Mentor junior AEs and SDRs, sharing best-practice playbooks, objection-handling techniques, and negotiation tactics to elevate overall team performance and succession planning.
• • Champion a culture of continuous learning by participating in weekly deal clinics, quarterly SKOs, and external enablement programmes that keep your SaaS acumen and industry knowledge at the cutting edge.