Account Executive - Mid-Market
At a glance
Mid-level Account Executive role at Freshworks. San Mateo · full-time · $100,000–$150,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Lead customer discussions about IT service management, onboarding and employee engagement, then shape solutions around their needs
- Find and qualify prospects through outreach, virtual sales and discovery to keep your opportunity pipeline moving
- Guide buying groups through decisions by building trust and giving them clarity at each step
- Take mid-market deals from negotiation through signed agreement
- Coordinate with marketing, solutions engineering and customer success to support customers throughout the sales process
What you bring
- At least three years in SaaS or mid-market sales, with a record of beating targets and earning customer trust
- You communicate clearly, listen carefully and ask questions that uncover customer needs
- You understand SaaS platforms; experience with employee experience software is a plus, not a requirement
Who this fits
This role suits a consultative seller who can balance strategic thinking with hands-on execution. You’ll sell to businesses with 500 to 1,000 employees. The role is hybrid, with onsite work in San Mateo Tuesday through Thursday.
From the employer
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.
At Freshworks, we believe great employee experiences start with great people - and that includes you. We're growing fast, and we're looking for a Mid-Market Account Executive who's passionate about building relationships, solving meaningful problems, and shaping the future of work.
In this role, you'll partner with mid-sized businesses (500 - 1,000 employees) to help them enhance their employee experience (EX) with thoughtful, human-centered solutions. You'll guide customers through the buying journey with a consultative approach - connecting their needs with the tools that empower teams, streamline onboarding, and support IT service management.
This is more than just a sales role - it's about impact, collaboration, and growth.
What You'll Do:
- Be a Trusted Advisor: Lead value-based conversations with mid-market customers to understand their needs around ITSM, onboarding, and employee engagement - and offer tailored solutions that drive real impact.
- Drive Smart Growth: Build and manage a healthy pipeline through proactive prospecting, virtual selling, and meaningful discovery
- Navigate with Empathy: Work closely with buying teams, creating trust and clarity throughout the decision-making process
- Own the Deal: Manage and close mid-sized opportunities with confidence, from negotiation through final agreement
- Collaborate Across Teams: Partner with our Marketing, Solutions Engineering, and Customer Success teams to ensure a seamless experience for every customer
- 3+ years of experience in SaaS or mid-market sales, with a track record of exceeding targets and building strong customer relationships
- A natural communicator who knows how to listen deeply, ask the right questions, and drive value
- Solid understanding of SaaS platforms - bonus points if you've worked with employee experience (EX) solutions
- Comfortable working in a fast-paced, evolving environment where your ideas are valued
- A consultative, adaptable, and thoughtful approach - you're strategic but also hands-on when needed
Please note this is a hybrid role with onsite expectations of 3x/week (Tues - Thurs) from our San Mateo, CA headquarters.
The annual base salary range for this position is $100,000 - $150,000 USD. This role is eligible for a target bonus and operates under a 50/50 pay mix (50% base salary, 50% variable compensation). Actual compensation will vary based on experience, skills, and qualifications.
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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