Enterprise Account Executive - Channel

Organizations everywhere struggle under the crushing costs and complexities of solutions that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. There’s another option. Freshworks. With a fresh vision for how the world works. At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive.

As an Enterprise Account Executive in the Channel team, you will drive revenue growth across Europe by acquiring new customers across multiple verticals. Partnering closely with our channel team and partners, you’ll develop business opportunities within assigned named accounts and execute a co-sell GTM strategy. In this individual contributor role, you’ll advocate for multiple Freshworks product lines, primarily targeting enterprise clients. As a brand ambassador, you’ll champion our innovative SaaS solutions, helping organisations become more productive, efficient, and customer-focused.

Your Role and Responsibilities:

• Develop a strategic plan to source and develop business opportunities within your assigned territory and to exceed your sales goals through stakeholder mapping, prospecting, qualifying, and closing opportunities.
• Cultivate relationships with executive-level decision-makers and strive to become a trusted advisor and a partner at your named accounts.
• Generate specific opportunities at each enterprise account in response to customer requirements and unaddressed pain points.
• Communicate constantly with other departments, such as marketing and pre-sales, regarding the design and execution of campaigns to improve our internal and external processes.
• Use and administer available resources effectively, e.g. steering the business development and presales representatives to reach your individual sales goals.
• Provide regular reporting of pipeline and forecasting to the Sales Manager.
• Travel to customer locations and customer-focused events regularly.
• Educate yourself to become an expert in SaaS products, CRM systems, and our product suite.

Partner Collaboration: Working closely with our channel team and partners, you will develop and execute joint go-to-market (GTM) strategies, leveraging co-selling opportunities to maximize reach and impact.

Qualifications:

• Minimum of 5 years SaaS sales experience in an outbound / field role.
• Knowledge in the field of SaaS, CRM or ITSM is preferred.
• Expertise and experience working with IT resellers, focusing on acquiring new customers.
• Experience managing the sales cycle from business champion to C-level.
• Consistent overachievement of sales goals in a large geographic territory selling a technical product.
• High degree of customer orientation, negotiation of business terms in line-of-business, procurement teams, and senior management.
• Experience managing and closing complex sales cycles; being an expert managing sales cycles with 60-90+ days or contract values of 100K-250K+.
• Highly motivated, with a driven personality and a positive attitude toward sales and CRM products.
• Willing to go the extra mile with a strong work ethic; self-directed and resourceful.
• Project credibility with knowledge of the customer service domain, and the potential of cloud as a game-changer in the enterprise.
• Understand complex customer requirements on both a business and technical level.
• Fluency in English and Spanish to a native standard is required in this role.

Additional Information:

These are some benefits you can expect from us in return:

• Company funded Private Medical Insurance (PMI).
• Company-funded Medical Cash Plan.
• Company funded Life Assurance, Income Protection & Critical Illness insurances.
• Qualifying workplace pension scheme with company contribution of up to 6%.
• Learning & Reading budget of up to £1,000 per year.
• Fitness budget of up to £30 per month.
• Enhanced Maternity Leave.
• 25 days annual Paid-Time-Off (PTO).
• Company funded lunch for days in office.
• Company Funded Employee Assistance Program (EAP) for both you and your family.
• Long Service Awards.
• Discounted Tax Support Services.

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.