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Lead - Inside Sales (North America)

Company Description

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.

Job Description

We are looking to hire smart and passionate folks for our inside sales team. The inside sales team are responsible for engaging with prospects and driving sales in the commercial segment. They understand the needs and requirements and collaborate with internal teams to help ensure a smooth sales process. This role is based out of Bangalore.

Responsibilities (What you'll be expected to do):

  • Sell the entire Freshworks suite of products to “new logo” customers in your territory
  • Tier your accounts and prospect into them alongside your BDR, via tailored and relevant outreach campaigns (social, email and cold calling)
  • Work alongside Partners for building a pipeline and closing
  • Focus on deals greater than 20000$ARR and with experience of 50000$ARR and close using proven techniques
  • Ability to connect with C levels of an organization.
  • Build, develop and manage your sales pipeline
  • Lead and communicate effectively with other departments such as business development, marketing and pre-sales throughout the sales process
  • Travel to customer locations and marketing events as needed
  • Commit to continuous improvement and constant learning

Qualifications

  • 7-12 years experience managing complex ”lead to close” sales cycles; preferably in a software sales environment with a focus on acquisition of new customers (Hunter role)
  • Minimum graduate degree is mandatory
  • 7-10 years of work experience in sales role with closure experience is mandatory.
  • Experienced in Value Selling and other key sales methodologies (Sandler, Challenger Sale, BASHO..etc)
  • Domain knowledge in the field of SaaS, CSM, CRM or ITSM is highly desirable
  • Consistent overachievement of sales goals in a geographic territory selling complex software solutions
  • Customer-oriented, extraordinary communication skills, high curiosity and an eagerness to learn are must-have traits

Note: This role functions in the US shift.

Additional Information

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.

Average salary estimate

$95000 / YEARLY (est.)
min
max
$70000K
$120000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Lead - Inside Sales (North America), Freshworks

At Freshworks, we are on the lookout for a dynamic Lead - Inside Sales for our North America segment in Bengaluru, Karnataka, India. If you have a knack for sales and a passion for technology that transforms customer experiences, this is the role for you! As a Lead - Inside Sales, you will engage directly with prospects, understanding their unique needs and tailoring our impressive suite of products to them. You'll be at the forefront, selling our Freshworks suite, which includes everything from Freshdesk to Freshsales, to new customers while collaborating closely with our talented team. Your ability to connect with C-level executives, manage a robust sales pipeline, and lead outreach campaigns will make you a crucial player in our team. With a proven track record of handling complex sales cycles and exceptional communication skills, you will help drive substantial growth in the commercial segment. Plus, you will learn continuously and enjoy opportunities for personal and professional development at a company celebrated in Fortune and Forbes for its vibrant workplace culture. If you meet the qualifications outlined, which include 7-12 years of relevant experience and a graduate degree, your journey with Freshworks could be just around the corner. Join us in our mission to create delightful customer and employee experiences through innovative software solutions!

Frequently Asked Questions (FAQs) for Lead - Inside Sales (North America) Role at Freshworks
What are the primary responsibilities of the Lead - Inside Sales at Freshworks?

As the Lead - Inside Sales at Freshworks, your primary responsibilities include engaging with new prospects and selling the entire Freshworks suite of products to new 'logo' customers in your territory. You will collaborate with internal teams to ensure a seamless sales process, build and manage your sales pipeline, and lead outreach campaigns tailored to specific accounts. Additionally, you'll engage with Partners to bolster your sales efforts, focusing particularly on high-value deals, and be prepared to travel as needed for customer interactions.

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What qualifications do I need to apply for the Lead - Inside Sales position at Freshworks?

To apply for the Lead - Inside Sales position at Freshworks, candidates are required to have a graduate degree and 7-12 years of experience managing complex sales cycles, ideally in a software sales environment with a focus on acquiring new customers. Proven expertise in sales methodologies like Value Selling, Sandler, and Challenger Sales is essential, alongside a deep understanding of the SaaS industry, with customer-oriented traits and exceptional communication skills as critical personal qualities.

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How does the Lead - Inside Sales role collaborate with other teams at Freshworks?

In the Lead - Inside Sales role at Freshworks, collaboration with teams such as business development, marketing, and pre-sales is key to achieving sales targets. You’ll communicate effectively to ensure that the sales process runs smoothly while aligning the sales strategy with input from these departments. This teamwork helps to optimize outreach efforts and ensures that customer needs are met promptly and efficiently.

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What kind of sales techniques will I need to use as a Lead - Inside Sales at Freshworks?

As a Lead - Inside Sales at Freshworks, using various sales techniques is crucial to success. This includes Value Selling and proven methodologies such as the Challenger Sale and BASHO techniques. You will need to leverage these skills to negotiate high-value deals over $20,000 ARR and to connect effectively with C-level executives to present Freshworks' solutions persuasively.

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What does the typical work schedule look like for the Lead - Inside Sales position at Freshworks?

The Lead - Inside Sales position at Freshworks operates in the US shift, accommodating the time zone of our North American clients. Therefore, expect a work schedule that aligns with typical US business hours, allowing for effective communication and relationship building with prospects during their operational hours.

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Common Interview Questions for Lead - Inside Sales (North America)
Can you describe your experience managing complex sales cycles as a Lead - Inside Sales?

In response, share specific examples of complex sales you have managed, emphasizing the strategies you implemented to navigate the sales process from lead generation to closing deals. Discuss how you engaged with key stakeholders and maintained relationships throughout the cycle, showcasing your understanding of the sales landscape.

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What sales methodologies have you utilized in your previous roles?

Discuss specific methodologies you have applied, such as Value Selling or the Challenger Sale, detailing how you adapted these techniques to meet diverse customer needs and achieve sales objectives efficiently. Providing examples of successes derived from these methods will showcase your expertise.

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How do you prioritize and manage your sales pipeline effectively?

Describe your approach to pipeline management, including tools or software you use to track your prospects and convert leads into sales. Highlight how you evaluate account tiers and determine focus areas which lead to successful closure.

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How do you approach outreach campaigns for new customer engagement?

Share your strategy for reaching new customers, including types of channels you utilize like social media, email, and cold calls. Discuss how you tailor your communication based on the target audience and follow up on your outreach for sustained engagement.

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Give an example of a challenging sale you closed and how you achieved it.

Prepare a case study of a particularly challenging sales deal, outlining the obstacles faced and the strategies you deployed to overcome them. Focus on your persistence, adaptability, and use of team resources, emphasizing the ultimate success of the deal.

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What do you consider your biggest achievement in sales to date?

Reflect on a sales achievement you are particularly proud of; it could be a target exceeded, a large deal closed, or a significant improvement in business relationships. Make sure to include metrics or impacts your achievement had on the team or company.

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How do you ensure you are continuously improving your sales techniques?

Explain your commitment to ongoing learning, including any specific resources such as training, mentorship, industry events, or conferences you engage with. Highlight how this learning is actively applied to your sales work.

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What role does teamwork play in your sales approach?

Articulate the important role of teamwork in your sales approach by highlighting past experiences where you collaborated with marketing, product, or customer service teams to drive success. Emphasize how your cooperation led to enhanced customer experiences or sales outcomes.

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How do you handle objections during the sales process?

Insightfully discuss various techniques for addressing objections, such as active listening, empathy, and re-framing concerns into opportunities. Provide an example of a situation in which you successfully converted an objection into a resolved concern leading to a sale.

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Why do you want to work for Freshworks in the Lead - Inside Sales capacity?

Express your enthusiasm for Freshworks, mentioning its innovative solutions, its positive work culture, and your alignment with its mission to enhance customer experiences through technology. This personal connection can make a big impact on your candidacy.

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Freshworks makes it fast and easy for businesses to delight their customers and employees.

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Full-time, on-site
DATE POSTED
January 3, 2025

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