Account Executives

Responsibilities (R&R) Strategic Territory & Revenue Ownership: Own, architect, and execute a comprehensive territory plan for the ANZ region to consistently exceed quarterly and annual enterprise net-new ARR targets. End-to-End Enterprise Cycle Management: Masterfully navigate complex enterprise sales cycles from original prospecting and cold territory development through high-stakes commercial negotiation to final legal and procurement closure. C-Suite & Executive Mobilization: Secure credibility as a trusted advisor with CIOs, CTOs, Operations Executives, and line-of-business leaders, mapping Freshworks' capabilities directly to their overarching corporate objectives. Value-Engineered Business Cases: Construct compelling, data-backed business cases and value propositions that clearly articulate the total cost of ownership (TCO) optimization and immediate ROI of our platform. Rigorous Pipeline & Forecasting Discipline: Maintain a predictable, data-driven pipeline utilizing disciplined sales methodologies and structured account planning. Ensure precise revenue forecasting and clear pipeline health management in the corporate CRM. Cross-Functional Orchestration: Serve as the internal deal quarterback by aligning and mobilizing Solution Engineering, Marketing, Customer Success, and Product teams to win high-value, marquee enterprise logos. Brand Ambassadorship: Represent Freshworks as a thought leader at key customer meetings, major industry events, and executive roundtables across Australia and New Zealand. 2. Impact You Can Create Anchor the ANZ Enterprise Footprint: Your wins will directly expand Freshworks’ high-visibility enterprise market share, transforming greenfield territories into marquee, referenceable customer success stories. Drive Regional Business Transformation: By introducing our modern IT, Service Management, and Employee Experience platforms, you will help leading ANZ organizations achieve breakthrough operational efficiency, peak employee productivity, and elevated customer satisfaction. Shape Global Go-To-Market (GTM) Strategy: Channel real-time localized market intelligence and competitive insights back to our product and executive leadership teams, directly influencing the next generation of our global enterprise roadmap. 3. Ideal Candidate Profile The Consultative Challenger: You don't just take orders; you challenge the status quo. You possess an elite executive presence and the business acumen required to reframe an enterprise's problem statement around a strategic solution. The Sovereign Hunter: You have a profound bias for action and do not rely on marketing leads alone. You take deep pride in your personal prospecting engine, network, and ability to open closed doors independently. The High-Growth Navigator: You thrive inside fast-paced, high-velocity SaaS environments, balancing rapid execution with the strategic patience and discipline required for long-term enterprise deal construction. The Collaborative Quarterback: You know that winning enterprise deals requires a village. You lead internal cross-functional squads with humility, clear communication, and high accountability. 4. Skills Value-Based Selling: Exceptional ability to translate complex software architectures (ITSM, ESM, Cloud Transformation) into high-level business value, productivity gains, and clear financial ROI for non-technical executives. Buying Committee Navigation: Advanced skill in mapping complex organizational politics, identifying economic buyers, mobilizers, and champions, and successfully de-risking multi-stakeholder evaluation processes. Territory & Account Planning: Masterful capability in running a structured territory analysis, identifying high-propensity accounts, and building long-term, sustainable pipeline coverage. Commercial Acumen & Negotiation: High sophistication in managing complex legal, security, and procurement frameworks inherent to multi-year enterprise software agreements. 5.

Qualifications Quota-Carrying Heritage: 9 to 15 years of demonstrable success as a quota-carrying Enterprise SaaS sales professional, with a verifiable history of consistently exceeding multi-million dollar ARR targets. Net-New Logo Specialist: A documented, proven track record of securing net-new enterprise logos and driving rapid market adoption in previously unpenetrated territories. Domain Expertise: Prior domain experience selling into complex corporate infrastructures within one or more of the following categories: IT Service Management (ITSM) / Enterprise Service Management (ESM) Employee Experience (EX) / HR Tech Platforms Workflow Automation & Digital Transformation Software Infrastructure & Operations / Cloud Infrastructure platforms Geography: Deep, existing network of enterprise relationships and a profound understanding of the corporate buying nuances within the Australia and New Zealand (ANZ) commercial ecosystem. At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.

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