Prateek Tripathi
Delhi
Summary
Dynamic and results-driven professional with an MBA in Sales & Marketing from the Indian Institute of Management and over 9 years of comprehensive experience in sales leadership, key account management, business development, and consulting. Proven ability to lead diverse teams and consistently surpass performance targets through strategic planning and effective deal structuring with a strong track record of driving revenue growth and enhancing client relationships. At Freshworks, I started as an account manager for Enterprise accounts in Middle East handling a $3.2M account portfolio. Identified as a valuable contributor, I was put on an accelerated career path to lead the Enterprise MENA business worth $8M which I grew by $2.3M and presently I am leading Account Management for Europe and APMEA (Enterprise Accounts) worth $30.3M with my team of 4 Account Managers. Honored with Freshworks President's Club in 2024 & 2023.
Overview
12
12
years of professional experience
6
6
years of post-secondary education
Work History
Head of Account Management (Enterprise Accounts - Europe & APMEA)
Freshworks
01.2025 - Current
- Heading the Global Europe and APMEA business with a portfolio of 154 $100K+ ARR accounts worth $30.3M (ARR)
- Leading a team of 4 account managers (AM), responsible for an annual growth target of $4.5M ARR and churn target of
- Achieved 105% of sales quota target QTD FY25 by creating an account segmentation framework to define account tiers, service model offering and AM reporting deliverables
- Achieved 110% of QTD churn target by collaborating with customer success management (CSM) team to create a 6-step account engagement framework and a one-to-one AM-CSM pod structure to build shared goals, ownership and responsibility
- Achieved on average 95%+ forecast accuracy through CRM hygiene and deploying CRM best practices
- Led the creation of annual customer marketing plan for region which included experiential, promotional and virtual events
Head of Account Management (Enterprise Accounts - Europe & APMEA)
Freshworks
01.2024 - 12.2024
- Headed and grown MENA business with a portfolio of 110+ accounts and $8M+ ARR
- Led a team of 2 AMs, responsible for an annual growth target of $2.2M ARR per and churn target of
- Achieved 107% of sales quota target for FY24 and 102% of churn target
- Managed top 25 logos of UAE in addition to leading team, closed UAE's biggest logo $210K+ ARR expansion deal in over 7 quarters
- Led strategic initiative as Freshworks' UAE Sales Manager for the Launch of Freshworks' UAE data center, ensuring improved service delivery, compliance with data localization requirements, and enhanced customer satisfaction
- Promoted to lead the Global Europe and APMEA business after just 4 quarter of leading the MENA team
Head of Account Management (Enterprise Accounts - Europe & APMEA)
Freshworks
03.2021 - 12.2023
- Managed and grown portfolio of Enterprise Accounts in UAE and Qatar totaling $3.2 M in annual recuring revenue (ARR)
- Consistently exceeded revenue targets, 111% in 2023 ($843K/$764K), and 107% in 2022 ($650K/$608K)
- Designed and executed strategic go-to-market activities for the Enterprise segment : Strategic Account planning, Customer success plans, Executive Business Reviews, C-suite Connects, cross-selling/upselling, discount rationalization, price uplifts, product utilization & enhancement reports, cultivating customer champions, managing regional customer advisory board, customer specific press releases and case studies, etc ensuring alignment with Freshworks' overarching business objectives and growth strategies
- Sales Forecast Accuracy: 99% in FY23; 103% in FY22; 110% in FY21
- Promoted to the next designation level in Jan 2024 and then to manage the MENA business in Jan 2024
- Honored with Freshworks' President's Club in 2024 & 2023, prestigious recognition for exceptional performance 2 years in a row
- Recognized & awarded as the Best Account Manager and best POD in MEA for Q1 2023, Q3 2023, H1 2023, Q1 2024, and Q3 2024
- Awarded as the Best POD for Advocacy in MEA in 2024 for 15 case studies, 1 video case study and 7 press releases
Territory Business Head
Fiitjee Limited
09.2020 - 02.2021
- Responsible for Strategy, branding and sales; streamlining operations in West Delhi & Gurugram region
- Increased admission funnel, brand promotion across all channels, create/ improve MIS
- Created new business opportunities by identifying fresh B2B prospects, pitch through cold calling/ face to face meetings and onboard new B2B partners and grow existing partners
- Led a 5 member field sales team across region to ensure constant engagement with schools
- Improved counselling standards, conduct motivational webinars and seminars for students and parents
Product Management Intern
Moveinsync
06.2020 - 09.2020
- Enhanced New Reporting Dashboard for all business metrics for B2B Enterprise SaaS product
- Stabilized 70 reports and developed 2 new features (access controls and advanced report schedule)
- Worked closely with Marketing, Customer Success and Support teams to cater client's pain points and needs, product's feature planning and facilitated seamless integration of new reporting dashboard
- Tools: Jira, Aha, Balsamiq, Power BI, Zeppelin, Tibco jaspersoft, and Tableau
Strategy Intern
Deloitte
04.2019 - 05.2019
- Assessed and gave recommendations to enhance communication strategy leading to better employee perceptions in context of performance and pay linkages
- Conducted competitors benchmarking, talent survey analysis, leadership interviews, focus group discussions, employee survey (2400), statistical analysis (SPSS) to provide recommendations
Business Development Lead
Shrinkcom Software Pvt Ltd
05.2015 - 03.2018
- Responsible for new business generation via lead generation, cold calling and consultative selling
- Handled new client acquisition, client engagement, vendor management and service agreements
- Managed client and consultants onboarding cycle from initial touch point to final deployment
- Created W2 Recruitment vertical (B2B US IT staffing); topline $0.8 million and bottom-line $32K
Business Development Lead
Diaspark Infotech Pvt Ltd
04.2014 - 04.2015
- Responsible for client engagement, new business generation and bench selling for H1B employees
Education
MBA - Business Strategy & Marketing
06.2018 - 03.2020
B.E. - Computer Science
08.2010 - 05.2014
Skills
Sales Leadership
Accomplishments
- Honored with Freshworks' President's Club in 2024 & 2023, prestigious recognition for exceptional performance 2 years in a row
- Recognized & awarded as the Best Account Manager and best POD in MEA for Q1 2023, Q3 2023, H1 2023, Q1 2024, and Q3 2024
- Awarded as the Best POD for Advocacy in MEA in 2024 for 15 case studies, 1 video case study and 7 press releases
Extra-Curricular Activities
Common Admission Test (CAT 2017) - 99.03%ile. Represented IIM Kashipur in 2018 and 2019 Inter-IIM Football tournaments, winning the Football event in both years 2018-20 Represented SVCE in RGPV Football Nodal tournament and emerged as best defender 2010-14 Represented RGPV in Inter University Football Tournament 2011 Winner - Humorous Speech Contest - IIM Kashipur Toastmasters Club 2019 Elected and served as Head Boy at Maharishi Vidya Mandir, Chhatarpur 2010 Founding member and VP- PR of IIM Kashipur Toastmasters Club 2019
Timeline
Head of Account Management (Enterprise Accounts - Europe & APMEA) - Freshworks
01.2025 - Current
Head of Account Management (Enterprise Accounts - Europe & APMEA) - Freshworks
01.2024 - 12.2024
Head of Account Management (Enterprise Accounts - Europe & APMEA) - Freshworks
03.2021 - 12.2023
Territory Business Head - Fiitjee Limited
09.2020 - 02.2021
Product Management Intern - Moveinsync
06.2020 - 09.2020
Strategy Intern - Deloitte
04.2019 - 05.2019
Indian Institute of Management Kashipur - MBA, Business Strategy & Marketing
06.2018 - 03.2020
Business Development Lead - Shrinkcom Software Pvt Ltd
05.2015 - 03.2018
Business Development Lead - Diaspark Infotech Pvt Ltd
04.2014 - 04.2015
Swami Vivekanand College of Engineering (RGPV) - B.E., Computer Science
08.2010 - 05.2014