Director, Sales (Enterprise/Strategic)

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. 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.

Job Description

We are seeking a seasoned and transformational Sales Director (RVP) to lead a Strategic Sales Team for the Americas, focused on the fastest-growing sales segment at Freshworks. This leader will be responsible for delivering aggressive top-line revenue growth by driving new and expansion business through the implementation of scalable, repeatable, structured go to market processes. Key Responsibilities:

• Reporting to the VP of Enterprise/Strategic Sales for North America, you will ensure strategic sales strategy is successfully implemented across the region, delivering regional financial target attainment. You will build and lead a team of high performing Account Executives known for closing large deals and consistently exceeding quotas.
• Set and execute an aggressive customer acquisition strategy that will accelerate new business revenue growth.
• Execute complex sales cycles with CXOs, leveraging executive presence to access, accurately identify and understand the key buying influencers pertaining to an opportunity.
• Evangelize a business impact and value outcome provocative point of view translating into positioning Freshworks as an AI-led platform transforming innovation and cost reductions. Cultivate relationships with executive level decision-makers and strive to become a trusted advisor and a partner at your named accounts
• Project credibility with knowledge of the customer service domain, and the potential of cloud as a game-changer in the enterprise. Understand complex customer requirements on both a business and technical level
• Articulate Freshworks' value proposition clearly and effectively. Understand competitive landscape
• Coach, mentor, and attract talent who exude leadership traits and skills. These account executives will lead cross-functional partners (CSMs, BD, Partners, Solutions Consultants, and Freshworks extended team members and executives) in building their territory plans and exceeding their annual goals through an aligned territory strategy
• Identify new opportunities, winning large pursuits with strategic customers, creating end-to-end sales life cycle, direct and through the field.
• Report weekly, monthly, and quarterly cadence to all key stakeholders to facilitate understanding of customer and market conditions
• Ensure internal processes are followed, including the team's adherence to tracking customer and transactional information in CRM systems and other sales and operational processes. Define new processes to increase overall productivity and forecast accuracy.
• Travel to company, customer and partner events 2x/month

Key Outcomes

• ASP of segment/region has grown 25% YoY
• Over 80% of team has achieved their annual target and thriving on the team
• Cross-functional partners are aligned and contributing towards segment/region strategy

Qualifications

• 10+ years of proven enterprise/strategic software sales
• 5 to 7+ years managing quota carrying software or technology sales professionals.
• Extensive understanding of emerging CX, ITSM, CRM industry trends, including channels and key players in the competitive landscape.
• Experience managing the sales cycle from business champion to the C-level
• Skilled at negotiating business terms with line-of-business, procurement teams and senior management
• 4-year university degree required or equivalent work experience.

Additional Information

The annual base salary range for this position is $210,000 — $255,000 USD + Variable Compensation (where applicable) Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.