Senior Account Executive - Outbound (Commercial - Germany)

📋 Description

• • Own the entire German Commercial segment (251–500 employees) as the primary revenue driver for Freshworks. You will be the face of the brand in DACH, carrying a personal quota and shaping how mid-market enterprises adopt our unified CX, ITSM, and CRM platform.
• • Build and execute a data-driven territory plan that pinpoints high-propensity verticals—Manufacturing, IT Services, Logistics, and Professional Services—using intent data, technographics, and firmographics to prioritise accounts with the greatest expansion potential.
• • Drive 100 % outbound pipeline generation through disciplined prospecting: 40+ personalised emails, 20+ cold calls, and 10+ social touches per day. You will script, test, and iterate sequences in Outreach.io, A/B messaging angles, and leverage intent spikes from Bombora and G2 to time every conversation perfectly.
• • Conduct deep discovery that uncovers “unrecognised pain.” You will map economic buyers, champions, and blockers; quantify the cost of inaction; and translate technical requirements into a business case that shows ROI inside 6–12 months.
• • Orchestrate multi-threaded campaigns that combine email, phone, LinkedIn, events, and partner co-marketing. You will co-host roundtables with AWS or Microsoft, sponsor German ITSM user groups, and ghost-write thought-leadership pieces to warm accounts before first contact.
• • Run the full sales cycle—demo to close—without hand-offs. You will configure sandbox environments, deliver tailored proof-of-concepts, and lead security and legal negotiations, ensuring deals cross the finish line in under 90 days.
• • Maintain surgical CRM hygiene: every lead, contact, and opportunity is tagged with source, persona, and next step. Forecast accuracy must stay above 85 %, and weekly commit calls with Sales Ops will refine deal strategy and pricing tiers.
• • Collaborate cross-functionally: brief Presales on custom integrations, feed product gaps to R&D, co-create ABM assets with Marketing, and design 30-60-90 onboarding plans with Customer Success to guarantee time-to-value and expansion revenue.
• • Mentor a dedicated BDR who sources tier-2 accounts and sets meetings; you will coach call scripts, objection handling, and pipeline hygiene, turning the BDR into a future AE.
• • Champion the voice of the German market internally. You will translate competitive battlecards, localise case studies, and ensure GDPR, TISAX, and German labour-law requirements are reflected in every proposal.
• • Exceed quarterly and annual ARR targets while maintaining a 4× pipeline coverage ratio; top performers will be fast-tracked into Enterprise or Leadership tracks within 18 months.