Director, Business Development

Company Description
Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering affordable, quick to implement, and designed software for the end-user. More than 50,000 companies -- from startups to public companies -- worldwide use Freshworks software-as-a-service to enable a better customer experience (CX, CRM) and employee experience (ITSM, HRSM).
Headquartered in San Mateo, California, Freshworks has a dedicated team operating from 13 global locations to serve customers, including Bridgestone, Chargebee, DeliveryHero, ITV, Klarna, Multichoice, OfficeMax, TaylorMade and Vice Media.
Freshworks transforms the way world-class organizations collaborate with customers and co-workers. The suite includes Freshdesk (omnichannel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshteam (HR management system).
Job Description
Freshworks is seeking an organized, detail-oriented, and results-driven people leader to scale the North American Business Development Team. This role is a critical function to our growth and will work closely with marketing and regional sales teams to drive demand qualification, capturing people at the right time in their buying journey and getting them connected with sales.
In this role, you will drive all aspects of the business development strategy, collaborate with cross-functional teams, and hire, train, and motivate the Business Development Managers to create and qualify opportunities for the high-velocity sales engine.
We're looking for passionate growth leaders who are plugged into the latest buying and selling trends; understanding how to leverage a complimentary prospecting tech stack, from CRMs, to sales engagement tools, to pulling reports from sales intelligence platforms.
Please note: This role will be based in Denver, CO and requires an in-office presence
Responsibilities:

• Ensure sales accepted opportunities (SAOs) are sourced following company targets
• Attract, retain, and train a team of BDMs to exceed goals through coaching, effective tactics like multithreading, and recognition programs
• Plan, forecast, and understand the ramp-adjusted capacity to ensure the team is grown effectively in tandem with the needs of our sales organization and the supply of inbound demand from marketing
• Manage rosters for tracking ramp-adjusted capacity and productivity
• Manage a multitude of reporting dashboards
• Communicate and guide leadership on how performance is tracking and pacing
• Build key initiatives to offset any low-performing teams to help ensure they get back on track
• Develop paths for career advancement within the BD functions as well as to closing sales roles
• Partner with regional sales directors and field marketing to execute cross-functional Commercial, Mid-Market, and Enterprise demand generation in key accounts for our field sales team
• Analyze Outreach cadences with an eye toward continual improvement and up-to-date messaging, by buyer persona and industry

Qualifications

• 15+ years of experience, including 5 years of second-level management
• Proven track record of delivering sales pipeline at Mid-Market/ Enterprise accounts through leading outbound prospecting teams
• Proven experience in creating and iterating the sales development process, methodology, campaigns, hiring profiles, training, and enablement
• Experience managing an outbound, inbound, or hybrid prospecting team worldwide with at least 30 total direct and indirect reports
• Power user of Outreach and ZoomInfo is preferred
• Ability to drive cross-functional alignment and coordination across sales and marketing teams
• Awareness of industry and buying trends
• Ability to work independently and respond quickly
• Ability to articulate the Freshworks mission, values, and vision.

Additional Information
Colorado Pay Range (OTE): $210,000 - $310,000+.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 are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.