Account Executive - Enterprise (Manufacturing)

The Account Executive - Enterprise at Freshworks is responsible for solution selling and developing tailored ITSM and EX strategies for manufacturing organizations. This includes engaging with decision-makers, managing a robust sales pipeline, and delivering customized value propositions that enhance productivity and satisfaction within manufacturing environments.

To qualify for the Account Executive - Enterprise position at Freshworks, you need 5-8 years of proven success in SaaS enterprise sales, particularly in ITSM and EX solutions. Experience selling to manufacturing organizations is a strong plus, along with advanced knowledge of SaaS platforms and their impact on operational efficiency in manufacturing.

Beneficial experience for the Account Executive - Enterprise position at Freshworks includes a strong background in selling SaaS products to manufacturing organizations, expertise in ITSM and EX solutions, and proven mastery in solution selling and pipeline management. Hands-on experience with platforms that enhance workplace productivity is highly valued.

Freshworks fosters a collaborative and inclusive work culture, encouraging Account Executives to engage with various teams including Marketing, Solutions Engineers, and Customer Success to create seamless client experiences. The company values diversity and is committed to providing equal opportunities to all employees.

Account Executives at Freshworks enjoy comprehensive benefits, including multiple options for dental, medical, and vision insurance, as well as equity opportunities, flexible PTO, wellness benefits, and adoption and parental leave. The overall package aims to support both the professional and personal well-being of its employees.

In answering this question, focus on detailing your approach from initial contact to closing, emphasizing key stages such as prospect research, needs assessment, solution presentation, and follow-ups. Highlight examples that showcase your adaptability and understanding of ITSM solutions in the manufacturing sector.

When discussing this, share specific techniques you use to address objections, such as using active listening to understand concerns, validating their points, and providing evidence-based responses. Describe instances where you successfully transformed objections into opportunities.

Explain your methodology for maintaining a healthy sales pipeline, including tools or CRM systems you utilize for tracking progress, methods for prioritizing leads, and how you ensure consistent communication with prospects throughout the sales cycle.

Illustrate how you customize your strategies based on the stakeholder's role—be it IT leaders, operations managers, or HR admins—emphasizing the importance of aligning your solutions with their specific challenges and organizational objectives.

Respond by expressing your admiration for Freshworks' innovative approach to software solutions, your passion for driving transformation in the manufacturing sector, and your enthusiasm for the collaborative culture the company promotes. Make sure to link your values and career goals with Freshworks’ mission.

Be prepared to share a detailed story about a successful sale, focusing on the challenges you faced, how you overcame them, and the techniques you used to persuade the customer. Highlight the lessons learned and how they have shaped your sales approach.

Discuss key performance indicators (KPIs) you track, such as sales volume, win rates, and pipeline velocity. Explain how these metrics help you refine your strategies and ensure that you're consistently meeting or exceeding your targets.

Mention resources you use to stay informed, such as industry publications, webinars, or networking events. Share how this knowledge informs your sales strategies and helps you connect better with prospects.

Discuss how collaborating with other departments like Customer Success, Marketing, or Product Development is important in your process. Provide examples of how these collaborations have led to successful outcomes.

In your answer, highlight the unique features of Freshworks' software, such as its user-friendly design, comprehensive suite of cloud-based solutions, and dedication to customer satisfaction. Explain how these factors impact your sales pitch when engaging with customers.