Account Executives

Company 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.

Job Description

Enterprise Account Executive — Australia & New Zealand (ANZ)

About the Role

Freshworks is seeking a high-performing, net-new logo hunter to join our team as an Enterprise Account Executive based in Sydney. In this high-impact role, you will be the spearhead for our strategic enterprise growth across the ANZ region. This position is purpose-built for a seasoned SaaS sales professional who commands a premium track record of breaking into greenfield accounts and scaling high-value enterprise relationships.

As the face of Freshworks in the region, you will be responsible for identifying, engaging, and closing complex, multi-stakeholder deals while establishing deep, trusted partnerships with CIOs, CTOs, and senior business leaders. If you are an elite operator who excels at translating disruptive software solutions—such as ITSM, Employee Experience (EX), and Workflow Automation—into clear corporate ROI, this is your next definitive career step.

1. Roles & 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.

Qualifications

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.

Additional Information

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.