Director, Sales (Enterprise/Strategic)
About The Position
Freshworks is seeking a seasoned, transformational Sales Director (RVP) to lead a Strategic Sales Team for the Americas, focused on the company’s fastest-growing sales segment. The role is responsible for aggressive top-line revenue growth through new and expansion business, using scalable, repeatable, structured go-to-market processes. Reporting to the VP of Enterprise/Strategic Sales for North America, the Director will implement regional strategic sales plans and deliver financial targets. They will build and lead a high-performing team of Account Executives who close large deals and consistently exceed quotas. The role includes developing customer acquisition strategy, leading complex executive sales cycles, positioning Freshworks’ AI-led platform around business impact, and building trusted relationships with strategic accounts. The Director will coach and recruit talent, coordinate cross-functional teams, develop territory strategies, identify and win large strategic pursuits, and maintain reporting and operational processes that support productivity and forecast accuracy. Travel to company, customer, and partner events is expected twice per month. Success outcomes include 25% year-over-year growth in segment or regional ASP, more than 80% of the team achieving annual targets, and effective alignment of cross-functional partners.
Requirements
- At least 10 years of proven enterprise or strategic software sales experience.
- At least 5 to 7 years of experience managing quota-carrying software or technology sales professionals.
- Extensive understanding of emerging CX, ITSM, and CRM industry trends, including channels and key competitive players.
- Experience managing the sales cycle from business champion through C-level executives.
- Skill negotiating business terms with line-of-business stakeholders, procurement teams, and senior management.
- Four-year university degree or equivalent work experience.
Responsibilities
- Implement strategic sales strategy across the region and deliver regional financial targets.
- Build and lead a high-performing team of Account Executives that closes large deals and consistently exceeds quotas.
- Set and execute an aggressive customer acquisition strategy to accelerate new business revenue growth.
- Lead complex sales cycles with C-suite executives, identify buying influencers, and understand their needs.
- Promote a business-impact and value-focused point of view that positions Freshworks as an AI-led platform for innovation and cost reduction.
- Build relationships with executive decision-makers and act as a trusted advisor to named strategic accounts.
- Demonstrate credibility in the customer service domain and explain the potential of cloud technology in enterprise environments.
- Understand complex customer requirements on both business and technical levels, articulate Freshworks’ value proposition, and understand the competitive landscape.
- Coach, mentor, and recruit sales talent with leadership skills.
- Coordinate Account Executives and cross-functional partners—including CSMs, business development, partners, solutions consultants, and company executives—to build territory plans and achieve annual goals.
- Identify new opportunities and win large pursuits with strategic customers through end-to-end sales cycles, both directly and through the field.
- Provide weekly, monthly, and quarterly updates to stakeholders on customer and market conditions.
- Ensure adherence to CRM tracking and other sales and operational processes; define new processes to improve productivity and forecast accuracy.
- Travel to company, customer, and partner events twice per month.
Benefits
- Variable compensation where applicable.
- Bonus or equity may be available.
- Equal-opportunity and inclusive workplace environment.
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
