Director of Business Development, North America
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.