Senior Account Executive
Job description
About the role
You are the primary revenue driver for your assigned territory, owning the entire sales cycle from initial outreach to closing strategic deals. This role requires you to proactively research target accounts, orchestrate targeted outreach, and execute a consultative sales process that uncovers high-value business problems. You will act as a trusted advisor, guiding prospects through complex buying decisions while clearly articulating how Freshworks delivers measurable outcomes. Success in this position hinges on your ability to build strong relationships, challenge assumptions, and persistently advance opportunities through a disciplined pipeline. You will work hand in hand with BDRs to ensure a steady flow of qualified meetings and leverage internal partners to identify expansion opportunities within existing accounts. Your daily focus will be on identifying new business potential, securing stakeholder alignment, and driving deals forward with consistent energy. Ultimately, your performance will be measured by your ability to generate new revenue, expand footprint in key regions, and maintain a high standard of professionalism in every interaction.
Key facts
What you'll do
Identify and qualify new leads using outbound prospecting techniques, leveraging data platforms to build a high-potential target list.
Conduct in-depth discovery sessions with C-level and executive stakeholders to understand business pain points and map decision-making units.
Present tailored value propositions and run compelling product demos that clearly link platform capabilities to specific customer outcomes.
Apply structured sales methodologies such as BANT and MEDDPICC to rigorously qualify opportunities and forecast accurately.
Utilize sales intelligence tools like Sales Navigator, ZoomInfo, and LinkedIn data to gather insights and refine account strategies.
Manage the end-to-end deal lifecycle, from initial contact through negotiation, legal review, and successful implementation.
Collaborate closely with internal sales support and partners to build a robust, actionable pipeline that meets or exceeds quota.
Demonstrate resilience and adaptability by maintaining a high volume of activity in a fast-paced, quota-driven environment.
Use Salesforce or similar CRM systems to maintain precise records, update pipeline stages, and ensure forecast accuracy.
Act as a strategic advisor who challenges the status quo and positions Freshworks as the best solution for complex business needs.
Maintain strict time management and organizational skills to balance multiple deals, follow-ups, and administrative tasks efficiently.
Embody the owner mindset by taking full responsibility for your book of business and driving results without needing constant direction.
Requirements
Bring a minimum of 7 years of SaaS sales experience, with a proven track record in outbound-led, full-cycle sales engagements.
Hold a Bachelor's degree or equivalent qualification, as a degree is explicitly required for this role.
Demonstrate mastery of cold calling, strategic discovery, and high-level consultative selling techniques.
Apply BANT and MEDDPICC frameworks consistently to evaluate opportunities, identify decision-makers, and mitigate risk.
Leverage sales intelligence and engagement tools such as LinkedIn Sales Navigator, ZoomInfo, and Lusha to research accounts and prioritize targets.
Communicate effectively with C-level executives, influencing through data, insights, and a clear articulation of business value.
Exercise disciplined time management and self-motivation to sustain a high level of productivity in an active sales role.
Comfort with in-office work in Bengaluru, aligned to a specific region, with a strong sense of ownership and accountability.
Nice to have
Familiarity with sales enablement platforms and coaching programs that help refine selling techniques and messaging.
Experience selling into highly regulated industries where compliance, security, and governance are critical considerations.
Skills & tools
LinkedIn Sales Navigator, ZoomInfo, sales engagement platforms, and Salesforce CRM.
Practical notes
You will work in-office from Bengaluru, in, aligned to a specific region.
Travel may be required as part of sales activities.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
Sales roles of this level often involve quota ownership and full-cycle responsibility for deals.
Outbound sales success depends on disciplined use of frameworks and intelligence tools.
Collaboration with marketing, product, and customer success teams is common in B2B software environments.
Regular use of CRM systems supports visibility into pipeline and forecasting accuracy.
High-growth regions typically offer significant opportunity but require adaptability.
Questions to ask
Worth asking in any interview: how the team measures success, who the role works with daily, what the onboarding looks like, and what the company is trying to achieve this year. Asking what past hires did well is a strong final question. Keep the list short and pick the questions that matter most to you.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.
About the company
Freshworks provides business software for customer support, IT service management, CRM, and marketing automation. Founded by Girish Mathrubootham and Shan Krishnasamy in Chennai, India in 2010, Freshworks went public on NASDAQ in September 2021.