Director - ISV Partnerships
About The Position
We're seeking a strategic, entrepreneurial Director of Strategic Business Development to join our ISV Partnerships organization. In this high-impact role, you will lead the development and execution of our technology partner strategy across AI, automation, cloud, collaboration, and more. You will identify, shape, and close transformative ISV partnerships that accelerate product innovation, expand our GTM footprint, and fuel long-term revenue growth. This role blends corporate strategy, business development, and deal execution, offering a unique opportunity to build and scale a modern partner ecosystem within a fast-paced B2B SaaS environment.
Requirements
- 8-10+ years in Strategic Business Development, Partnerships, Corporate Strategy, or Corporate Development, ideally within B2B SaaS
- Proven success sourcing, negotiating, and closing complex partnerships with ISVs, OEMs, or enterprise technology providers
- Deep understanding of joint GTM execution, co-sell motions, and ecosystem-driven growth strategies
- Strong financial modeling and strategic planning skills; able to build compelling business cases and ROI frameworks
- Experience aligning and influencing executive-level stakeholders across multiple functions
- Strategic thinker with excellent analytical rigor and operational discipline
- Exceptional communication, storytelling, and relationship-building skills
- Bachelor's degree required
- Willingness to travel up to 25%, including international
Nice To Haves
- MBA or experience in consulting, investment banking, or corporate strategy preferred
Responsibilities
- Lead strategic business development initiatives across the ISV ecosystem, targeting high-value categories (AI, automation, cloud, collaboration, etc.).
- Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities
- Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities.
- Own the full deal lifecycle - from opportunity identification and qualification to proposal development, executive alignment, negotiation, and close.
- Structure and negotiate complex commercial agreements, including integrations, co-sell, OEM, and joint solution partnerships.
- Build data-driven business cases that quantify revenue impact, product differentiation, and customer value.
- Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem strategy.
- Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals
- Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions.
- Develop scalable onboarding, enablement, and performance tracking processes for ISV partners.
- Define success metrics and regularly report ecosystem performance and partner impact to executive leadership.
Benefits
- Freshworks offers multiple options for dental, medical, vision, disability and life insurances.
- Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered.
- Freshworks also offers adoption and parental leave benefits.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Director
Industry
Funds, Trusts, and Other Financial Vehicles
Number of Employees
1,001-5,000 employees
