Director of Business Development, North America

| Greater Denver Area | Hybrid
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The Role

Freshworks is rapidly growing its Business Development leadership team and is seeking an organized, detail-oriented, and results-driven people leader to scale the North America BDR Team. This role is an essential function that will work closely with marketing and regional sales teams to acquire outbound leads and champion them into opportunities to feed the sales funnel.

 

In this role, you will align with the regional sales team strategy, drive all aspects of outbound sales development strategy, collaborate with cross-functional teams, hire, train and motivate the Business Development Representatives team to create and qualify opportunities for the high-velocity sales engine.

 

Your Responsibilities

  • Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Strategic Account Leaders have enough opportunities to work with to be fully productive.

  • Ensure we efficiently qualify inbound demand.

  • Motivate BDRs to exceed goals through coaching and incentives.

  • Plan, forecast, and understand 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 BDR rosters for tracking ramp adjusted capacity and productivity.

  • Manage BDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization.

  • Build a word-class sales and business development team. Recruit, train, and develop a global team of BDRs, and BDR managers.

  • Develop paths for career advancement within the BDR 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.

  • Work closely with marketing, sales, and people ops to ensure BDR onboarding program and ongoing training is up-to-date on our current product offering.

  • Work closely with marketing, sales, and people ops to ensure BDR manager onboarding program and ongoing training is up-to-date on our current product offering.

  • Partner with sales and marketing operations to ensure the BDR team has the best tools to do their job, and that they are configured to ensure BDR efficiency and productivity, especially Freshsales and Outreach.

  • Analyze Outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry.

Requirements

  • 10-15 years of experience, including 5 years of people management

  • Proven track record of delivering sales pipeline at Mid-Market / Enterprise accounts through leading outbound prospecting teams.

  • Responsible for creating and iterating the sales development process, methodology, campaigns, hiring profiles, training and enablement

  • Experience managing an outbound prospecting team worldwide with at least 30 total direct and indirect reports.

  • Power user of BDR cadence management software.

  • Ability to drive cross functional alignment and coordination across sales and marketing teams.

  • Ability to attract, retain, and motivate exceptional BDRs and BDR managers.

  • A broad knowledge of the application development ecosystem.

  • Awareness of industry trends in enterprise digital transformation, devops, and continuous integration.

  • Excellent written and spoken English.

  • Accurate, nuanced, direct, and kind messaging.

  • Being able to work independently and respond quickly.

  • Able to articulate the Freshworks mission, values, and vision.

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Technology we use

  • Product
  • Sales & Marketing
    • ConfluenceManagement
    • JIRAManagement
    • FreshdeskManagement
    • FreshserviceManagement
    • Freshsales CRMManagement
    • FreshmarketerManagement
    • FreshchatManagement
    • FreshcallerManagement
    • FreshsuccessManagement
    • FreshteamManagement
    • FreshconnectManagement
    • FreshreleaseManagement
    • FreshpingManagement
    • FreshstatusManagement
    • Freshsales CRMCRM
    • FreshmarketerEmail
    • FreshmarketerLead Gen

Location

1401 Lawrence St, Denver, CO 80202

An Insider's view of Freshworks

What’s the vibe like in the office?

One of the things I've loved most since starting at Freshworks is how much the team values company culture. Everyone in the office is working hard, celebrating successes, and all the while having a great time. Collaboration is also a big aspect of the sales team - everyone is quick to jump in to help!

Lauren

Enterprise Account Executive

What's the biggest problem your team is solving?

It is great being part of a team that is helping companies hit the refresh switch on business software. Freshworks is letting businesses know that their software doesn’t have to be clunky or expensive. Being able to help companies overcome these challenges is truly rewarding!

Tylor

Senior Enterprise Account Executive

What makes someone successful on your team?

You have to be a team player. We are all in each other's corners and the collaborative and interactive workspace is one that I have come to value greatly. You will be presented with ongoing opportunities to grow, learn, and step into leadership roles. The willingness to volunteer for these roles and step into new challenges is a valuable attribute.

Jenny

Solution Engineer

What is your vision for the company?

Freshworks provides innovative customer engagement software for businesses of all sizes, making it easy for teams to acquire, close and keep their customers for life. We provide refreshing software that your teams will love. All our products are ready to go, easy to use, and offer great value to any type of business.

Girish

Founder & CEO

How do you collaborate with other teams in the company?

As a distributed workforce I try to include visual elements throughout my collaboration process. By sharing the "why" and vision I can more easily collate critiques and ideas. I also keep internal notes on interactions in my Evernote; being organized helps me communicate directives in a more progressive manner.

Sam

Senior Solutions Engineer

What are Freshworks Perks + Benefits

Freshworks Benefits Overview

Freshworks provides a comprehensive benefits plan, including health insurance, vision, dental, retirement, and unlimited time off (among a lot of other cool things too!)

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Dedicated diversity and inclusion staff
Highly diverse management team
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Classpass and a fitness/reading stipend
Team workouts
Financial & Retirement
401(K)
The 401(k) retirement plan offers a broad selection of stocks, bonds and international index funds to choose from.
Company equity
Employee stock purchase plan
Performance bonus
Freshworks has a lucrative sales commission program as well as a performance bonus for other functions, which are dependent on individual and company performance.
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited vacation policy
Paid volunteer time
Paid holidays
Office Perks
Commuter benefits
Freshworks offers pre-tax commuter benefits for all employees.
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours

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