Director of Business Development, North America

| Greater Denver Area
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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

Our office has stunning views of the mountains and is one street away from the fun restaurants and coffee shops of Denver's iconic Larimer St.

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

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!

Taylor

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 does your typical day look like?

My job is high paced, collaborative, and majorly rewarding. I start my mornings by reviewing my projects and checking in on project deliverables and with my customers. I need to be able to adapt, call upon local/global resources, and assess risks. Then proceed to check in with my internal team members, oftentimes I am requested to jump on calls.

Randy

Engagement Manager

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
Friends outside of work
Eat lunch together
Intracompany committees
Freshworks Women 360 is an employee group aimed at community service, professional development, and career growth.
Open door policy
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Acme employees can contribute up to $2750 annually to their FSA.
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Classpass and a fitness/reading stipend
Retirement & Stock Options Benefits
401(K)
The 401(k) retirement plan offers a broad selection of stocks, bonds and international index funds to choose from.
Company Equity
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
Family Medical Leave
Employees who have been with the company for 12 months are eligible for 12 weeks of family medical leave.
Adoption Assistance
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Freshworks offers pre-tax commuter benefits for all employees.
Some Meals Provided
Happy Hours
Professional Development Benefits
Promote from within
Mentorship program
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