Senior Manager - Sales (Expansion) (m/f/d)

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.

Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.

Fresh vision. Real impact. Come build it with us.

Job Description

As Senior Manager – Sales (Expansion), you will lead and develop our Expansion Sales organisation across the Central region, driving sustainable revenue growth within our existing Enterprise and strategic customer base.

You will have full responsibility for the team's sales performance, revenue targets and execution, leading a team of Account Managers to identify, develop and close expansion opportunities. You will own the Expansion sales strategy, drive operational excellence and build a high-performing team that consistently delivers against its targets.

Working closely with the Regional Sales Director and the broader leadership team, you will play a key role in shaping and executing the regional business strategy, strengthening our market presence and accelerating growth.

This is a hands-on sales leadership role in a high-growth environment, requiring strong commercial acumen, a growth mindset, resilience, and the ability to translate strategy into execution.

Sales Leadership & Revenue Growth

• Own and drive the Expansion sales strategy and execution across the Central region, ensuring consistent delivery against quarterly and annual revenue targets.
• Lead, manage and inspire a high-performing team of Account Managers, taking accountability for their sales performance, productivity and development.
• Drive a strong sales culture focused on revenue growth, customer value, accountability and consistent execution.
• Identify and accelerate expansion opportunities across the existing customer base through upsell, cross-sell and strategic account growth.
• Drive rigorous sales execution, including pipeline generation, opportunity management, deal strategy, negotiation and closing.
• Own sales forecasting, pipeline management and reporting, ensuring accuracy, transparency and proactive risk management.
• Actively support the team on strategic and complex opportunities to maximise deal progression and closing success.

Strategy & Go-to-Market Execution

• Partner closely with the Regional Sales Director and leadership team to define and execute the overall regional business strategy.
• Develop and implement regional sales plans and go-to-market strategies to maximise growth potential across the customer base.
• Identify opportunities to improve sales productivity, commercial performance and execution.
• Build strong relationships with key customers and executive stakeholders, supporting the team in developing strategic partnerships and unlocking growth opportunities.
• Stay close to market developments, industry trends and competitors to identify new opportunities.

People Leadership & Talent Development

• Recruit, onboard and develop top sales talent, building a strong and scalable Expansion Sales organisation.
• Provide continuous coaching, feedback and performance management to strengthen individual and team capabilities.
• Establish clear performance expectations and foster a culture of ownership, accountability, collaboration and continuous improvement.
• Act as a role model and cultural ambassador, fostering an inclusive and high-performance working environment.

Cross-functional Collaboration

• Build strong partnerships with New Business Sales, Business Development, Customer Success, Solution Engineering and other cross-functional teams to ensure an aligned go-to-market approach.
• Leverage internal resources effectively, including MRE, Business Development, Pre-Sales, Support, Project Management and Product Marketing, to maximise sales effectiveness and achieve revenue goals.
• Drive cross-functional alignment to ensure customer opportunities are identified, developed and converted effectively.
• Represent the company's vision, products and values at customer meetings, industry events and conferences.

Qualifications

• Bachelor's or Master's degree desirable.
• You have 5+ years of experience in building and…