Senior Manager - Sales

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 for an experienced and strategic Senior Manager - Sales who has a knack for building high performing sales teams. They should have a consultative sales approach, a successful track record growing a book of business. This person must demonstrate all the behaviors associated with a high performance sales culture, specifically coaching account executives, managing a pipeline of new business opportunities, leading key pursuits and delivering results against a quota.

The candidate should be a self-starter with a growth mindset who has a willingness to learn and adapt in any situation. They should be to build and articulate a clear vision for their region, and set the overall strategy and goals for the business. They will identify new opportunities in their markets, develop a plan to capture those opportunities, consistently deliver on revenue targets and have a strong can-do attitude in an agile environment.

The ideal candidate will have experience building and developing a high performing sales team - managing, recruiting, on-boarding, training, coaching and leading Account Executives to over achieving their quotas. The Senior Manager will be an exceptionally strong analytical thinker who thrives in fast paced dynamic environments with good communication and presentation skills.

Responsibilites:

• You’ll become the resident expert on the Freshworks platform and will sell new customers our cloud-based software.
• Drive a new logo acquisition sales team to meet or exceed revenue targets.
• Demonstrating / selling value to key stakeholders within the accounts in support of the sales team.
• Build a plan to maximize revenue and customer satisfaction within your accounts.
• Create & articulate compelling value conversations with C-Level stakeholders and drive cross functional collaboration with inside stakeholders - Marketing, Business Development, Solution Consulting, Customer Success, Implementations, Sales Operations, Legal, Finance, Billing, Support, deals teams etc.
• Support the AEs to close large, complex deals involving multiple executive level stakeholders.
• Collaborate with and lead a larger cross functional team to the closure of large complex deals.
• Demonstrated experience managing complex sales cycles and negotiating win-win agreements based on value based selling.
• Exceeding activity, pipeline and revenue goals on a quarterly basis.
• Build strategies and execute on the plan in the assigned territory with the goal of generating and maintaining 4x pipeline
• Analyze sales/metrics data from your accounts to help evolve your strategy
• Assist customers in identifying industry relevant use cases and educate customers to make a  strong business impact
• Develop long-term strategic relationships with key accounts
• Ensuring satisfaction within your accounts

Qualifications

• 10-12 years of experience in business development, sales development, or a related field, with at least 5+ years in a managerial or leadership role, preferably within a SaaS or technology-driven organization.
• Proven track record of success in managing and scaling sales development teams to exceed targets.
• Strong leadership, mentorship, and coaching skills, with a history of developing high-performing teams.
• Deep understanding of modern sales methodologies (MEDDPIC, SPIN, Challenger, etc.) and experience applying them to drive results.
• Exceptional communication and presentation skills (verbal, written, and active listening), with the ability to engage and influence stakeholders at all levels.
• Ability to manage and prioritize multiple initiatives, keeping teams focused and motivated to achieve aggressive sales targets.
• Highly self-motivated, results-oriented, and resilient in the face of challenges.
• Bachelor's degree or equivalent experience.

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.