After helping reach PMF and streamline our global sales processes, I was given an opportunity to lead the sales efforts and determine the GTM strategy for our key expanding markets in Australia, New Zealand, Asia Pacific and South Africa. Over the course of the year, we were able to penetrate the market further. The regional focus also served as a great feedback mechanism to our product team in identifying regional feature asks and key integrations that MSPs would need to be successful. Also worked closely with our product team in translating these learnings into experiences in-product!The business model deployed in AnZ and APAC yielded one of the highest conversion of >30% and the same has been adopted to expand further in these regions.

As a part of the founding sales team o, this experience changed how I approached sales in itself as there was a lot more than just revenue goals.With limited personnel, I had the opportunity to work with a lot of MSPs across the globe - North America, UK, Europe, APAC and Australia. While this was the craziest year yet in terms of time zones, the learning was immense!Documenting feedback from beta users to shape the product to reach product market fit was also one of my KPIs as this set the tone for all future sales efforts.

For any sales person, closing those big, key, strategic accounts always gives a huge kick and I am no different. Given that the company was focusing on going up-market, I saw this is a natural progression in my sales career and also had to let go of opportunities to be a part of the sales leadership.Having tasted success in both New Business and Account Management, I took up the challenge of handling New Business in South Africa for Enterprise accounts. Starting out in a region adversely affected by Covid had it's own set of challenges. Quickly adapting to a remote way of working for a role that mandated being on the road - for meeting prospects and customers across various cities, running customer experience events, managing major projects and implementations in collaboration with our Solutions Consultant and Implementation teams, was a huge learning experience. Some of my primarily responsibilities in this role include: - Lead business expansion in the key verticals of Banking, Financial Services & Insurance, Logistics, Automotive, Media & Entertainment, Storage & Transportation in South Africa- Working with our Field and Segment Marketing team to host various events for our key customer base to improve customer advocacy and facilitate new business opportunities- Working with Market Research and Sales Development teams to drive campaigns that resonated vertical based value messaging directly improving the quality of conversations and shorten the sales cycle- Building strategic relationships with the right set of stakeholders to drive more revenue- Driving revenue expansion by strengthening our local partner ecosystem and leveraging their brand and presence in the region to win key businesses for Freshworks- Building and executing regional go-to-market strategy for my target business verticals and to increase our brand exposure & presence in South Africa

As a company Freshwork's was maturing and we identified a larger opportunity to work with existing customer base - by helping them adopt a multi product strategy to directly increase revenue with zero cost lead acquisition and help facilitate a true Omnichannel experience. I got the opportunity to be an early part of this set up. As a part of my role, I drove net expansion and helped reduce churn working with businesses in UK. The consultative approach, that soon became a second nature, helped working closely with Customer Success Managers and Technical Account Managers aiding a collaborative approach to customer relationship management. I averaged 142% of my target in this tenure. A few of my other responsibilities included: - Proactively understanding a customer's business goals to drive engagement with multiple stakeholders- Stakeholder mapping - Identifying the key decision makers to develop trust relationships is critical in ensuring customer doesn't turn to competition and also in expanding/growing the business- Problem solving - Teaming up with Customer Success, this not only increases product adoption but also sets the tone for all future engagement- Worked with the Business Operations team in revamping our CRM which resulted in more collaboration between the product and GTM teams and also made the CRM as the go-to place for better insights on existing and historical deals- Personal referral campaigns to generate leads via existing customers decreasing the average cost of acquisition per lead- Helped our team onboard new talent and took care of their training and onboarding Awards: President Club 2019, Outstanding Sales Performer 2019, Outstanding Sales Performer Q1 2020

As an Account Executive, I exclusively worked with businesses in UK helping transform their customer experience with our suite of products. While my primary KPI was to drive revenue growth by onboarding as many new businesses, taking a consultative approach and working closely with product consultants helped me imbibe a strong technical acumen that lead to more value driven conversations. Over time, I was able to understand the end to end sales cycle (Prospecting -> Evaluation -> Go live) and bring more predictability to our sales model. Finished several quarters with the highest conversion percentage across the floor and averaged 108% in target attainment.Awards: Presidents Club 2018

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