Senior Account Executive - Inside Sales (Outbound - North America)

Job Description

Role Overview: We are seeking a highly driven and results-oriented Account Executive Level 2 to join our growing outbound sales team in India. This is a critical "hunter" role, responsible for spearheading new customer acquisition and driving significant revenue growth through proactive outreach. The ideal candidate will have a proven track record in outbound SaaS sales, a deep understanding of the sales lifecycle, and the ability to effectively articulate our value proposition to a diverse range of prospects. You will be instrumental in establishing new revenue streams and expanding our market presence.

Key Responsibilities:

• Outbound Prospecting & Lead Generation:
  • Strategically identify, research, and target ideal customer profiles (ICPs) and key decision-makers within target accounts through various outbound channels (cold calling, personalized email sequences, LinkedIn Sales Navigator, social selling, industry events, etc.).
  • Build and manage a robust, self-sourced pipeline to consistently meet and exceed quarterly and annual sales quotas.
  • Develop and execute highly personalized outbound campaigns that resonate with specific industry pain points and business challenges.
• Full Sales Cycle Management:
  • Own the entire sales cycle from initial outbound contact and qualification through product demonstration, proposal generation, negotiation, and deal closure.
  • Conduct in-depth discovery calls to uncover prospect needs, pain points, and business objectives, effectively positioning our SaaS solution as the optimal answer.
  • Deliver compelling and tailored product demonstrations (often virtually) that highlight the unique value and ROI of our platform.
• Revenue Generation & Quota Attainment:
  • Consistently meet or exceed individual sales targets and contribute significantly to the team's overall revenue goals.
  • Forecast sales accurately and maintain a healthy pipeline coverage.
  • Identify upsell and cross-sell opportunities within newly acquired accounts post-initial sale.
• Strategic Account Engagement:
  • Develop and nurture strong, long-term relationships with prospects and key stakeholders, acting as a trusted advisor throughout the sales process.
  • Navigate complex organizational structures and identify all relevant decision-makers and influencers.
  • Understand the competitive landscape and articulate our differentiating factors effectively.
• Collaboration & Communication:
  • Collaborate closely with the Sales Development, Marketing, Product, and Customer Success teams to ensure a seamless prospect and customer experience.
  • Provide market feedback and insights to internal teams to help refine product offerings and sales strategies.
  • Maintain accurate and up-to-date records of all sales activities, pipeline, and customer information in the CRM system (e.g., Salesforce, HubSpot).
• Continuous Learning & Improvement:
  • Stay abreast of industry trends, market developments, and competitor activities.
  • Continuously refine sales methodologies, product knowledge, and objection handling techniques.
  • Actively participate in sales training, workshops, and coaching sessions.

Qualifications

• Proven Outbound Sales Success (3-7 years): Demonstrated track record of consistently meeting or exceeding sales quotas in a B2B SaaS outbound sales environment, preferably selling to mid-market and/or enterprise clients.
• Advanced Prospecting Skills: Expertise in identifying, researching, and engaging with new leads through cold calling, personalized email outreach, social selling (especially LinkedIn Sales Navigator), and other innovative outbound tactics.
• Consultative Selling & Discovery: Strong ability to conduct deep discovery, actively listen, understand complex business challenges, and articulate value-based solutions rather than just features.
• Compelling Presentation & Demonstration: Exceptional ability to deliver engaging and tailored virtual product demonstrations and presentations that resonate with diverse audiences, including C-level executives.
• Objection Handling & Negotiation: Proven skill in anticipating, addressing, and overcoming objections effectively, leading to successful negotiations and deal closures.
• Pipeline Management & Forecasting: Strong proficiency in managing a sales pipeline, accurately forecasting revenue, and utilizing CRM tools (e.g., Salesforce, HubSpot) to track progress and report on performance.
• Communication Excellence: Outstanding verbal and written communication skills in English, with the ability to articulate complex technical concepts clearly and persuasively.
• Resilience & Persistence: High level of tenacity and a positive attitude in the face of rejection, with a strong drive to succeed in a target-driven environment.
• Self-Motivation & Autonomy: Ability to work independently, manage time effectively, and take initiative to drive results without constant supervision.
• Adaptability & Learning Agacity: Quick learner, capable of adapting to new technologies, market changes, and evolving sales strategies.
• Tech Savvy: Comfortable with SaaS platforms and proficient in using sales engagement tools (e.g., SalesLoft, Outreach.io), prospecting tools (e.g., ZoomInfo, Lusha), and CRM systems.

Desired Skills:

• Experience selling within [mention specific industries if relevant, e.g., FinTech, HR Tech, MarTech, Healthcare].
• Familiarity with specific sales methodologies (e.g., MEDDIC, Challenger Sale, SPIN Selling, Sandler).
• Experience working with international clients, particularly in [mention target geographies if applicable, e.g., North America, EMEA].
• Strong analytical skills to identify trends and opportunities from sales data.
• A strong network within the SaaS community in India.

Educational Background:

• Bachelor's degree in Business, Marketing, or a related field preferred.

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.