Lead - Inside Sales (North America)

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.