RVP, Enterprise Sales

Summary

Join Freshworks as a high-impact Enterprise Sales Leader to coach and lead a team of Account Executives in the Central U.S., driving growth in the enterprise segment. Lead the execution of complex sales cycles using the MEDDIC methodology, ensuring consistent revenue and customer value. This role requires building and developing teams, overseeing high-value sales opportunities, and maintaining operational discipline. Responsibilities include team development, cross-functional alignment, and driving continuous improvement in sales efficiency. The ideal candidate will have 10+ years in SaaS or enterprise technology sales with 3-5+ years in a leadership role managing enterprise sellers. This remote role is open to applicants in the Central U.S., with a preference for Chicago, IL or Austin, TX.

Requirements

• 10+ years in SaaS or enterprise technology sales, with 3–5+ years in a front-line leadership role managing enterprise sellers
• Strong & demonstrable track record of success selling into Fortune 1000 / Global 2000 accounts within the Central U.S. region
• Proven ability to manage and coach teams through complex, high-value, multi-year deals
• Deep familiarity with MEDDIC or similar qualification frameworks and how to apply them at scale
• Experience selling ITSM, CX, CRM, or EX solutions with an understanding of enterprise buying committees and procurement cycles
• Proficient in Salesforce and other modern sales tech stacks (e.g. Clari, Outreach, Gong, etc.)
• Customer-Obsessed: Advocate relentlessly for the enterprise customer while driving internal alignment to their needs
• Disciplined Operator: Bring process, structure, and predictability to your team’s day-to-day operations
• Team Builder: Develop a strong leadership bench through mentorship, accountability, and talent development
• Strategic Thinker: Balance near-term execution with long-term planning to ensure scalable growth
• Coach at Heart: Champion field enablement, deal reviews, and learning loops to grow your reps and improve win rates

Responsibilities

• Own and execute Freshworks’ enterprise sales strategy in the Central U.S., with accountability for new business acquisition and expansion within accounts of 1,000+ employees
• Support and refine territory planning and account segmentation across key verticals in your region
• Align regional sales execution with broader go-to-market priorities, ensuring consistent messaging and field alignment
• Teach and coach MEDDIC (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion) to improve forecast accuracy, deal qualification, and pipeline health
• Oversee high-value, multi-threaded sales opportunities from early-stage qualification to close, guiding reps in articulating differentiated value to C-level stakeholders
• Engage directly in key strategic deals, partnering with solution engineers and executive sponsors to move opportunities forward
• Maintain rigor around pipeline reviews, forecast calls, and sales performance management, ensuring clear visibility into team health and revenue trajectory. This requires a strong quantitative presence and perspective
• Leverage data to monitor performance and identify coaching opportunities
• Drive continuous improvement in sales efficiency, customer acquisition cost (CAC), and sales cycle velocity
• Recruit, onboard, and develop top-performing enterprise AEs with a focus on building a high-caliber team in the Central region
• Foster a culture of accountability, excellence, and growth by delivering consistent coaching, feedback, and development plans
• Create a collaborative and inclusive team environment where reps are motivated to exceed goals and support one another
• Partner with Marketing, Sales Enablement, Product, and Customer Success teams to deliver tailored messaging and enablement for enterprise prospects in the region
• Act as a feedback loop between the field and product/leadership to help shape Freshworks’ competitive positioning in large enterprise accounts
• Ensure enterprise customer experience is consistent, high-quality, and aligned with Freshworks’ values

Benefits

• Freshworks offers multiple options for dental, medical, vision, disability and life insurances
• Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered
• Freshworks also offers adoption and parental leave benefits