RVP, Mid-Market Sales

Company Description

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM). 

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.

Job Description

We are seeking an accomplished RVP, Mid-Market Sales to lead and execute Freshworks' strategy for the mid-market segment. As a key leader within the sales organization, you will oversee the growth and performance of the mid-market sales team, driving scalable solutions and fostering a culture of excellence. This role is ideal for a dynamic leader with a customer-first mindset who excels in a fast-paced, results-driven environment.

Strategic Execution:

• Develop and implement a mid-market sales strategy aligned with company objectives, focusing on growth and scalability.
• Identify and pursue market opportunities to drive predictable, sustainable revenue.

Customer-Centric Sales Management:

• Ensure the team delivers tailored solutions for mid-market customers (500–1,000 employees) with a focus on operational efficiency and quality customer engagement.
• Serve as an executive contact for key accounts, providing support for complex customer needs and driving retention.

Operational Rigor:

• Define and track KPIs to ensure the achievement of revenue and performance targets for the mid-market segment.
• Use data-driven insights to enhance sales motions, optimize pipeline management, and increase win rates.

Team Leadership and Development:

• Lead and develop a high-performing sales team by recruiting, mentoring, and retaining top talent.
• Foster a collaborative and inclusive team culture, empowering individuals to excel and innovate.

Cross-Functional Collaboration:

• Work closely with marketing, product, and customer success teams to align on go-to-market strategies and ensure a seamless customer experience.
• Advocate for mid-market customer needs, ensuring internal teams prioritize solutions that meet customer expectations.

Qualifications

Experience:

• 10+ years of experience in SaaS, ITSM, or EX sales, with at least 3–5 years in a leadership role managing teams.
• Proven track record of driving growth within mid-market sales and delivering results in a high-growth environment.

Expertise:

• Strong understanding of SaaS and ITSM solutions, with experience addressing the unique requirements of mid-market customers.
• Experience with EX tools, especially in onboarding and engagement for mid-sized enterprises.

Leadership Behaviors:

• Cultivate a Growth Mindset: Inspire innovation by encouraging calculated risks and fostering continuous improvement.
• Champion the Customer: Embed customer needs into strategic planning and advocate for excellence across the customer journey.
• Lead with Vision: Communicate a clear vision for mid-market growth and align team efforts to achieve long-term success.
• Execute with Excellence: Establish accountability and operational efficiency to ensure consistent delivery of results.
• Invest in People: Mentor and coach team members, fostering a sense of belonging and supporting career development.

Additional Information

The targeted annual base salary range for this position is $183,000 — $229,000 USD.

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

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.

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.