Senior Manager, GTM Tooling

Freshworks • San Mateo, CA

311d • $172,000 - $245,000

About The Position

At Freshworks, we believe in building teams that drive change and empower people to grow - together. We're hiring an expert in Salestech with proven experience in CPQ, sales performance management, and revenue management platforms to join our GTM Tooling team. In this high-impact role, you will help lead the transition to Salesforce, replacing FreshSales across the organization. You'll have the opportunity to optimize sales processes across both enterprise and SMB segments, playing a key role in driving commercial success. You will lead transformative CRM strategies, collaborate with cross-functional teams, and ensure the seamless integration of third-party tools, ultimately driving sales productivity. This is your chance to make a meaningful impact, shape the future of our sales operations, and champion innovative solutions across the business.

Requirements

• 8+ years of hands-on experience with CRM implementation and management, with a strong focus on Salesforce
• Proven expertise in optimizing sales processes, CRM, and sales automation in both enterprise and SMB contexts
• Experience in managing and integrating third-party tools with Salesforce, ensuring that integrations enhance sales team productivity
• Strong leadership and influencing skills, with a history of successfully delivering high-ROI CRM projects across multiple stakeholders
• Exceptional organizational, communication, and problem-solving abilities
• Strategic mindset with the ability to analyze complex data and make informed decisions
• Bachelor's degree in Business, Information Systems, or a related field

Responsibilities

• Lead Salesforce Implementation & CRM Strategy
• Spearhead the design and implementation of Salesforce, aligning the platform with the unique needs of both our enterprise and SMB sales teams
• Own and drive the commercial decision-making processes related to CRM, ensuring scalability, efficiency, and effectiveness in our sales operations
• Champion a customer-centric approach to CRM that drives measurable results and long-term growth
• Optimize Sales Processes & Drive Best Practices
• Partner with Sales and IT to evaluate, recommend, and implement sales processes that align with best practices and maximize ROI
• Be the decision-maker and trusted advisor on CRM priorities, acting as the tie-breaker to ensure alignment between IT and Sales for optimal outcomes
• Lead continuous process improvements to ensure that our sales teams are always equipped with the best tools for success
• Integrate Tools & Build Strong Partnerships
• Develop and execute integration strategies for third-party tools, ensuring they work seamlessly with Salesforce to enhance sales productivity
• Collaborate with external partners to ensure smooth integration, setting clear timelines and KPIs to track success and measure performance
• Stakeholder Engagement & Accountability
• Serve as the key liaison between IT and Sales, ensuring alignment on CRM functionality, timelines, and strategic objectives
• Engage cross-functional stakeholders, synthesizing decisions and ensuring mutual accountability for CRM outcomes
• Manage key relationships to ensure that everyone is aligned toward the same goals and expectations
• Drive ROI & Shape Strategic Development
• Regularly assess the value and ROI of Salesforce and related tooling investments, presenting findings and recommendations to leadership
• Develop and refine long-term CRM strategies, tooling enhancements, and integrations, creating a roadmap for future growth and scalability
• Ensure that our investments continue to support business goals and drive the success of our sales teams

Benefits

• Multiple options for dental, medical, vision, disability and life insurances
• Equity + ESPP
• Flexible PTO
• Flexible spending
• Commuter benefits
• Wellness benefits
• Adoption and parental leave benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Publishing Industries
• Education Level: Bachelor's degree