Mid-Market Account Manager

Freshworks • San Mateo, CA

22h • $200,000 - $280,000 • Hybrid

About The Position

Freshworks is seeking a commercially minded Mid-Market Account Manager to manage an established portfolio of customers. The role owns an approximately $5 million ARR book of Mid-Market and Commercial customers, with a focus on 70% expansion and 30% retention. The Account Manager will build customer relationships, identify growth opportunities, introduce Freshworks products, and drive cross-sell and upsell revenue. The position is hybrid, with onsite expectations three days per week, Tuesday through Thursday, at the company's San Mateo, California headquarters.

Requirements

• 3–5+ years of quota-carrying closing experience in B2B SaaS sales, account management, or a similar revenue-generating role.
• Demonstrated history of meeting or exceeding quota and ability to manage multiple opportunities and close deals efficiently.
• Ability to uncover customer needs, navigate objections, articulate business value, and drive deals to close.
• Comfort identifying opportunities within existing accounts rather than relying solely on inbound demand.
• Strong organization, resourcefulness, prioritization, accountability, and execution in a fast-paced environment.
• Ability to build strong relationships with customers and internal partners while taking ownership of results.

Responsibilities

• Manage an approximately $5 million ARR portfolio of Mid-Market and Commercial customers, driving expansion and maintaining strong customer relationships.
• Identify new use cases, lead discovery conversations, build business cases, and close expansion opportunities, from smaller add-ons to six-figure deals.
• Engage customer stakeholders, understand business challenges, and position solutions that deliver measurable value.
• Identify cross-sell and upsell opportunities across Freshworks' IT and customer experience solutions.
• Proactively manage a high-volume portfolio, prioritize opportunities, maintain accurate forecasts, and execute against revenue goals.
• Partner with Customer Success, Solutions Engineering, and other internal stakeholders to deliver a strong customer experience and drive growth.

Benefits

• Health benefits
• Dental benefits
• Vision benefits
• Equity opportunities
• Paid time off
• Performance-based commission opportunities and accelerators

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed