Account Executive - Mid Market

Freshworks; California (MO); Hybrid; USD 100,000 - 150,000; Full time

Benefits offered by this job

Hybrid schedule

Equity

Variable compensation

Job summary

Freshworks, a leading provider of service software, seeks a Mid-Market Account Executive in the San Mateo area. You will build relationships with mid-sized companies, uncover ITSM, onboarding, and employee engagement needs, and tailor solutions to deliver real impact.

You will collaborate with Marketing, Solutions Engineering, and Customer Success to ensure a seamless customer journey, while advancing a fast-paced sales culture and driving meaningful growth.

Qualifications

• 3+ years of experience in SaaS or mid-market sales.
• Strong listening, questioning, and value delivery.
• Familiarity with employee experience (EX) solutions is a plus.

Responsibilities

• Lead value-based conversations with mid-market customers to understand needs.
• Build and manage a healthy pipeline through prospecting and discovery.
• Collaborate with buying teams to create trust and clarity in decisions.
• Own the deal and close mid-sized opportunities from negotiation to agreement.
• Partner with Marketing, Solutions Engineering, and Customer Success for a seamless experience.

Skills

SaaS sales

Mid-market sales

Communication

Consultative selling

Adaptability

Job description

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 aMid-Market Account Executivewho'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 around ITSM, onboarding, and employee engagement - and offertailored solutions that drive real impact.

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 offertailored 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

Why You’ll Love It Here:

• A culture of belonging: We embrace diverse perspectives and create space for everyone to thrive
• Flexibility: Hybrid schedule with a supportive, people-first workplace
• Purpose-driven work: You're helping organizations improve the everyday experience for their employees
• Room to grow: Opportunities for development, mentorship, and career mobility

Please note this is a hybrid role with onsite expectations of 3x/week (Tues - Thurs) from our brand new San Mateo Office.

$100,000 - $150,000 Base Salary. This role is also eligible for variable compensation and equity.

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.

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.