About the role
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. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world. Fresh vision. Real impact. Come build it with us. Impact you can create At Freshworks, we build software that delights businesses and their customers. As an Account Development Lead, you won't just follow a script—you will act as the strategic vanguard of our regional expansion. Operating in a fast-paced, high-growth environment, your learning agility will allow you to quickly master our diverse product suites and translate technical capabilities into high-impact business solutions. By driving our outbound engine, you will: Accelerate Predictable Revenue: Transform cold accounts into a high-velocity sales pipeline by identifying, researching, and opening doors within strategic enterprise accounts. Elevate the Brand: Act as the face of Freshworks, executing creative, tailored multi-channel campaigns that capture the attention of high-profile executive personas. Bridge Strategy and Execution: Partner cross-functionally with Marketing, Product, and Account Executives, feeding real-world market intelligence back to the business to sharpen our Go-To-Market strategies. Master Complex Ecosystems: Rapidly adapt to changing regional nuances and market dynamics, ensuring our positioning remains relevant and highly competitive. R&R Strategic Prospecting & Pipeline Generation: Conduct deep, rigorous research on target accounts within your assigned region to map stakeholder hierarchies and build a healthy, sustainable sales pipeline. Advanced Opportunity Qualification: Move beyond basic transactional calling by leveraging advanced sales qualification frameworks ( BANT, MEDDIC ) to rigorously evaluate prospect needs, pain points, budget, and decision-making structures. Multi-Channel Outbound Execution: Initiate high-impact conversations with economic buyers and decision-makers through structured cold calling, social selling, and highly creative personalized email campaigns. Cross-Functional Collaboration: Partner closely with regional Account Executives to ensure seamless opportunity handoffs, co-develop account-penetration strategies, and align on pipeline goals. Product Pitching & Presentation: Confidently present Freshworks’ product capabilities via compelling custom demonstrations and presentations, mapping software features directly to corporate pain points. Data Hygiene & Operational Excellence: Meticulously update CRM records, capture precise minutes of meetings, track core sales metrics, and use data to continuously optimize your daily sales activities. Skills Learning Agility & Tech Curiosity: A natural curiosity and proven ability to rapidly learn complex SaaS technologies, internalize product architectures, and adapt to evolving product lines. Adaptability & Resilience: High emotional intelligence with the psychological stamina to handle rejections, manage multiple competing priorities, and thrive in a fluid, performance-driven environment. Consultative Framework Mastery: Mastery of active listening and open-ended questioning techniques to peel back operational layers, identify hidden customer pain points, and apply BANT/MEDDIC criteria naturally. Cross-Functional Communication: Exceptional written and oral communication skills, with the ability to build rapport effortlessly with internal stakeholders, cross-functional peers, and C-level prospects. Modern Sales Stack Fluency: Highly proficient in leveraging standard prospecting intelligence tools (e.g., LinkedIn Sales Navigator, ZoomInfo, DiscoverOrg) and modern CRM architectures to maximize outbound efficiency. Regional & Cultural Nuance Awareness: A sharp understanding of regional market dynamics and buyer psychology to tailor communication styles across diverse territories.