Account Executive - Enterprise - job 1 of 2

As an Account Executive - Enterprise at Freshworks, your key responsibilities will include solution selling, where you develop tailored ITSM and EX strategies for enterprise clients. You'll focus on stakeholder management by collaborating with decision-makers to address their unique challenges and drive impactful outcomes. Additionally, you'll build and maintain a robust sales pipeline, ensuring consistent progress through medium- to long-term sales cycles while creating compelling value propositions that align with customer goals.

The Account Executive - Enterprise role at Freshworks requires 5–8 years of proven success in SaaS enterprise sales, particularly in ITSM and EX solution selling. Candidates should have advanced knowledge of SaaS platforms and hands-on experience with departmental ITSM solutions and advanced EX platforms. Strong analytical abilities, mastery in solution selling, and effective pipeline management skills are also essential for success in this position.

In the Account Executive - Enterprise position at Freshworks, skills such as solution selling mastery, strong analytical abilities, and effective pipeline management are emphasized. You'll need to be collaborative and persistent, especially when navigating complex sales cycles and securing high-value deals. A customer-centric mindset is crucial, as you'll be working to empower enterprises through Freshworks’ transformative software solutions.

As an Account Executive - Enterprise at Freshworks, you can expect a dynamic and diverse work environment that champions equity and inclusion. Freshworks is committed to offering equal opportunity for all employees, and the company encourages a workplace culture that embraces diversity, ensuring a richer work environment where you can thrive and grow in your role.

The Account Executive - Enterprise position at Freshworks comes with a competitive salary ranging from $127,800 to $183,655 USD, along with variable compensation. Freshworks also offers an excellent benefits package which includes dental, medical, vision, disability, and life insurance, equity options, flexible PTO, wellness benefits, and support for adoption and parental leave, ensuring a comprehensive approach to employee well-being.

In solution selling, I focus on understanding the unique needs and challenges of each enterprise client. I take the time to research their business, allowing me to tailor our ITSM and EX solutions to enhance their productivity and employee engagement effectively. Building relationships and trust is key, as it ensures that I can collaboratively develop solutions that align perfectly with their goals and budgets.

I have extensive experience in utilizing ITSM and EX solutions to drive operational efficiency and employee satisfaction in enterprise environments. I have successfully implemented these solutions for various clients by analyzing their workflows, identifying gaps, and proposing tailored solutions that leverage technology to streamline their processes and enhance user engagement.

To manage a sales pipeline effectively, I prioritize organization and consistent communication. I leverage CRM tools to track progress, maintain relationships, and set reminders for follow-ups. I also analyze data to identify trends and prioritize leads based on potential revenue and alignment with our solutions, ensuring I focus my efforts where they will have the most impact.

When faced with objections from enterprise clients, I adopt a consultative approach. I actively listen to their concerns, validating their feelings and asking clarifying questions. This helps me better understand their perspective and enables me to address objections effectively, often by sharing success stories or data that align with their doubts, ultimately leading them toward a positive decision.

One successful deal I closed involved a large enterprise looking to enhance their employee engagement through an integrated software solution. I worked closely with their leadership team to understand their specific challenges, conducted a needs assessment, and presented a customized proposal. By aligning our solution with their operational goals and demonstrating potential ROI, I was able to secure a multi-year contract that significantly improved their internal processes.

Collaboration plays a vital role in my sales process. I regularly partner with marketing, solutions engineers, and customer success teams to develop comprehensive strategies and create impactful presentations for potential clients. This collaborative approach ensures that the solutions we deliver are not only technically sound but also align with the client's vision, making us a trusted partner in their journey.

To stay updated on industry trends, I engage in continuous learning by attending webinars, reading industry publications, and participating in professional networks. I follow market leaders and thought influencers on social media to gain insights into emerging technologies and best practices in SaaS and ITSM. This knowledge allows me to bring fresh perspectives and innovative solutions to my clients.

When assessing the success of a sales process, I look at metrics like win rates, sales cycle length, and average deal size. Additionally, I monitor customer feedback and satisfaction levels post-sale to evaluate how well our solutions are meeting their needs. This holistic view helps me refine my sales strategies and ensure that I'm consistently delivering value.

If I encountered repeated challenges with a specific client, I would initiate a deeper conversation to understand the underlying issues. I would seek feedback on our previous interactions to identify potential areas for improvement, adjust my communication style as necessary, and devise a more tailored approach that prioritizes their specific needs, ensuring we are aligned for future discussions.

To ensure long-term relationships with enterprise clients, I focus on providing consistent value through regular check-ins, personalized updates on our solutions, and being responsive to their needs. Establishing myself as a trusted advisor, rather than just a salesperson, allows clients to see me as a partner in their ongoing success, ultimately leading to renewals and potential upsells.