Manager - Sales (Inbound Commercial ROW)

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.

As a sales manager, you’d be responsible for organizations with  250-500 (Commercial)  employees, you will be at the helm of driving sales growth and expanding our market presence across the segment globally. Leading a dynamic team, you will spearhead strategic sales initiatives tailored to the unique needs of medium-sized businesses in global markets. Your primary focus will be on crafting and executing strategies to drive revenue growth and optimize sales performance. 

Key asks from the role:

• Candidate needs to manage India, MEA, ASEAN, ANZ, Middle East, UK and Europe , JPKRinbound business

• Team size of 5 experience reps

• Business size of $2.5-$3MM/year

• Manage large complex deals working with partners/other stakeholders

• Participate in partner and field marketing events to drive closure 

Team Leadership & Performance Management

• Lead, coach, and mentor a team of Inbound Commercial Account Executives, fostering a culture of high performance, accountability, and continuous improvement.

• Conduct regular 1-on-1s, team meetings, call reviews, and pipeline sessions to provide actionable feedback and drive skill development.

• Manage the team's performance against key metrics, including lead conversion rates, sales cycle length, average deal size, and quota attainment.

• Oversee the hiring, onboarding, and continuous training of new team members to ensure they are set up for success.

• Drive career development and growth paths for individuals within the team.

Sales Strategy & Pipeline Management

• Develop and execute the sales strategy for the Inbound Commercial ROW segment to achieve and exceed revenue goals.

• Ensure rigorous management of the sales pipeline from lead to close, providing accurate and timely sales forecasts to senior leadership.

• Oversee the team's day-to-day execution, ensuring rapid response to and effective qualification of all inbound leads.

• Guide the team on deal strategy, negotiation, pricing, and closing tactics for a diverse range of international customers.

Process Optimization & Execution

• Continuously refine and optimize the inbound sales process to improve efficiency and conversion rates across the funnel.

• Collaborate with Sales Operations to leverage our CRM and other sales tools effectively, ensuring data integrity and insightful reporting.

• Analyze sales data and market trends across different regions to identify opportunities for growth and areas for improvement.

Cross-Functional Collaboration

• Partner closely with the Marketing team to provide feedback on lead quality from various campaigns and regions, ensuring strong alignment between marketing efforts and sales execution.

• Work with the Customer Success team to ensure a smooth and effective post-sale handover process, setting new customers up for long-term value.

• Liaise with the Product team to relay customer feedback and market intelligence gathered from the ROW region.

• Experience: 7-10 years of experience

• Geographic Knowledge: Demonstrable experience managing teams covering diverse international markets (ROW - e.g., APAC, EMEA, LATAM).

• Sales Acumen: Strong understanding of the full sales cycle

• Technical Skills: High proficiency with CRM software

Preferred Qualifications:

• Direct experience managing a multilingual or multicultural sales team.

• Formal training in established sales methodologies (e.g., MEDDIC, BANT, The Challenger Sale).

• Experience using modern sales tech stack tools beyond CRM (e.g., SalesLoft, Outreach, Gong, Clari)

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.