Mid-Market Account Manager

Organizations everywhere struggle with the costs and complexities of software solutions that promise to simplify their lives. Freshworks offers a fresh vision for how the world works, building uncomplicated service software that delivers exceptional customer and employee experiences.

As a Mid-Market Account Manager, you will manage an established portfolio of customers, build strong relationships, and uncover opportunities to grow their investment in Freshworks. You will own an approximately $5M ARR book of business, with a focus on 70% expansion and 30% retention.

Responsibilities:

• Own and Grow Your Portfolio: Manage an approximately $5M ARR book of Mid-Market and Commercial customers, driving expansion while maintaining strong customer relationships.
• Drive Expansion Revenue: Identify new use cases, lead discovery conversations, build compelling business cases, and close opportunities ranging from smaller add-ons to six-figure expansion deals.
• Build Strong Customer Relationships: Engage stakeholders across customer organizations, understand their business challenges, and position solutions that deliver measurable value.
• Expand Customer Adoption: Leverage Freshworks' growing suite of IT and customer experience solutions to identify cross-sell and upsell opportunities.
• Take Ownership of Your Business: Proactively manage a high-volume portfolio, prioritize opportunities, maintain accurate forecasts, and consistently execute against revenue goals.
• Collaborate Across Teams: Partner with Customer Success, Solutions Engineering, and internal stakeholders to deliver a strong customer experience and drive growth.

Qualifications:

• 3-5+ years of quota-carrying closing experience in B2B SaaS sales, account management, or a similar revenue-generating role
• Consistent Sales Performance: A demonstrated history of meeting or exceeding quota, with the ability to manage multiple opportunities and close deals efficiently
• Strong Discovery & Sales Skills: Ability to uncover customer needs, navigate objections, articulate business value, and drive deals to close
• Proactive Growth Mindset: You're comfortable identifying opportunities within existing accounts rather than relying solely on inbound demand
• Ownership & Drive: You're organized, resourceful, and thrive in a fast-paced environment where prioritization, accountability, and execution matter
• Collaborative Approach: You build strong relationships with customers and internal partners while taking ownership of your results

Compensation & Benefits:

• On-Target Earnings (OTE): $200,000 - $280,000, including base salary and variable compensation (60/40 split)
• Earning Potential: Performance-based commission opportunities and accelerators
• Comprehensive Benefits: Health, dental, vision, equity opportunities, and paid time off