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Lead - Account Manager

Freshworks Inc.

Job Overview

Location

London

Job Type

Full-time

Full Job Description

📋 Description

• Own and expand a portfolio of Freshworks’ most strategic customers across the UK & Europe, acting as their single point of accountability for growth, renewal, and long-term success.
• Deliver predictable, multi-million-pound ARR growth by orchestrating complex upsell, cross-sell, and renewal motions that map directly to each customer’s strategic roadmap and KPIs.
• Translate business pain into quantifiable value: run executive-level discovery workshops, craft bespoke ROI models, and present board-ready business cases that position Freshworks as the catalyst for digital transformation.
• Run full-cycle enterprise sales—from initial qualification through procurement, legal, security, and finance—navigating multi-stakeholder committees and guiding champions to unanimous “yes” decisions.
• Build and maintain a 3× coverage, multi-quarter pipeline with laser-accurate forecasting (±5 % variance) in Salesforce; inspect weekly, coach reps, and surface risk early to ensure predictable revenue delivery.
• Travel up to 30 % across EMEA to host C-suite roundtables, deliver on-site QBRs, and represent Freshworks at flagship industry events, turning every handshake into pipeline and every conversation into expansion.
• Partner with Customer Success, Product, and Solutions Engineering to design adoption playbooks that accelerate time-to-value, reduce churn risk, and create reference customers willing to co-sell and advocate.
• Mentor a pod of 2–3 Account Executives and SDRs, sharing deal strategy, negotiation tactics, and executive storytelling techniques that elevate the entire team’s win rate and average deal size.
• Leverage intent data, market insights, and competitive intelligence to proactively identify whitespace within existing accounts and net-new enterprise logos, feeding a perpetual motion machine of pipeline generation.
• Champion Freshworks’ product roadmap in customer advisory boards, translating feedback into actionable insights for Product Management and influencing the next wave of innovation.
• Uphold the highest standards of data hygiene and process excellence—every email, call, and meeting is logged, every next step is time-bound, and every forecast is backed by evidence.
• Celebrate wins and learn from losses in weekly deal clinics, continuously refining pitch decks, ROI calculators, and objection-handling guides that scale across the global sales organisation.
• Cultivate a culture of customer obsession: respond to escalations within 2 hours, own the resolution end-to-end, and turn detractors into promoters who fuel expansion and referrals.
• Contribute to the broader Freshworks community by publishing thought-leadership blogs, speaking at webinars, and sharing best practices that elevate the brand and attract top talent.

🎯 Requirements

• 7+ years of quota-carrying SaaS sales experience with a consistent track record of exceeding £1.5 M+ ARR annually.
• Proven ability to manage and grow enterprise accounts (1,000+ employees) through complex, multi-year contracts and multi-product upsells.
• Demonstrated expertise in MEDDPICC or similar value-selling methodology; able to build mutual action plans and close six- and seven-figure deals.
• Exceptional executive presence—comfortable presenting to C-suite, IT, Finance, and Security stakeholders and articulating ROI in their language.
• Fluent English required; additional European language (German, French, or Spanish) strongly preferred.

🏖️ Benefits

• Competitive OTE with uncapped commission accelerators and equity in a high-growth, pre-IPO company.
• Flexible hybrid work model—3 days in our London hub, 2 days anywhere, plus quarterly “work from anywhere” weeks.
• £1,500 annual learning stipend, full access to LinkedIn Learning, and paid certifications (MEDDICC, Force Management, etc.).
• Private medical, dental, and vision cover for you and your family, plus a £500 annual wellness allowance.

Skills & Technologies

Senior

Onsite

Remote

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Freshworks Inc.

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About Freshworks Inc.

Freshworks Inc. provides cloud-based customer engagement and employee experience software. Its suite includes products for customer support, sales automation, marketing, IT service management, and HR service delivery. The company serves small and medium-sized businesses as well as enterprises across industries. Founded in 2010 and headquartered in San Mateo, California, Freshworks offers integrated SaaS applications designed to improve customer satisfaction and employee productivity.

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