At Freshwo...

Question

At Freshworks, how often are commission structures updated, and what criteria are used to define sales territories?

Current Employee · Accepted Answer

In January, there are usually significant changes to the commission plan. Throughout the year, they introduce some incentives, but in the three years I've been with the company, there have been no negative changes during the year itself. However, it's important to note that there is an ongoing battle throughout the year regarding the sales territories. This battle is not within your own team, but with the SMB and Commercial teams, who serve all companies with up to 500 employees (prospects) and a certain ARR (customers) and are based in India. Some companies that are a very good fit but have between 500-1000 employees could be in the TAM of SMB and Commercial due to outdated data. Moving these accounts to the right TAM requires a lot of effort.

Current Employee · Answer

Commission structures have only been updated at the start of each FY and not during, at least throughout my tenure thus far. Territories have always been defined by FTE count of companies (501+ FTEs is support by North American reps). Starting in 2024, territories were aligned by geographical region but also 2 new vertical teams focused on SLED and Manufacturing.

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Anonymous Q&A

At Freshworks, how often are commission structures updated, and what criteria are used to define sales territories?