Senior Manager, Sales Compensation Design & Strategy (Remote) at Freshworks

| Greater Denver Area
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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 or 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, our communities and our business.
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 (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 American Express, Sony, Vice Media, TaylorMade, Sotheby's, Stitchfix, OfficeMax, Multichoice, Delivery Hero, ITV, and Klarna.
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).
Freshworks is a fast-growing unicorn, and we are looking for a Senior Manager, Sales Compensation Strategy to join our growing Revenue Operations team. This will be a strategic thought leader who leads Freshworks' worldwide incentive compensation strategy, as well as the design to deployment process.
This role is a hybrid of traditional jobs in compensation, finance, sales operations and strategic planning, and is crucial to supporting the explosive growth of Freshworks' sales teams. Success in this role means designing incentive compensation plans and policies that are clear, measurable, cost-efficient, and effective at driving behaviors to meet business objectives. The candidate should be familiar with how software companies Go-To-Market and how to align incentives with the responsibilities of different roles (e.g., sales development reps, account executives, solutions engineering, customer success, channels & alliances, etc.). This role offers the opportunity to work in a fast-paced, collaborative team environment and communicate regularly with executive leadership.
The scope for this role ranges from strategic to operational. Including developing compensation recommendations based on business objectives and building consensus among leaders to ensuring metrics can be tracked and compensation processes drive scale.
Revenue Operations at Freshworks is transforming how we Go-To-Market. Through thoughtful analysis and data driven conversations we propel growth and seek to expand our reach in the marketplace. We work with Executive Leaders to understand sales productivity, develop strategic goals and targets, while aligning incentive and behaviors with the company's growth objectives and strategy.
Your Responsibilities:
  • Lead the incentive compensation design-to-deployment process including working with executive leaders to understand strategic business objectives, assessing the success of current incentives, proposing new incentive designs, securing final decisions and approvals, and communicating new incentives to leaders and employees
  • Project managing deployment solutions across internal and external business partners, from documentation of final plan designs and policies through plan deployment
  • Work with the team that will administer the plans and make updates to Rocketship compensation systems. This role will partner across the organization to drive best in class sales compensation processes and work with IT to define the future of our CRM product.
  • Develop processes to provide the design inputs and relevant Freshworks specific compensation data to the Revenue Operations and Sales Finance teams.
  • Design temporary incentives (e.g., "SPIFFs") to support short term priorities
  • Communicate with field and relevant stakeholders on policy and program changes in a compelling and effective manner
  • Oversee the creation of a Sales scorecard to evaluate sales effectiveness, working with enablement to drive Sales programs to drive productivity.
  • Understand and track the sales capacity, cost of incentive compensation programs and plan designs
Preferred Experience and Skills:
  • SaaS Experience in Compensation, Sales Operations, Consulting, Strategic Planning, or related fields
  • Strong Excel skills: use of advanced formulas, pivot tables, data manipulation, VBA
  • Familiarity with Data Visualization Tools (Microsoft PowerBi, Tableau, DOMO, etc.)
  • Knowledge of incentive plan structures (quotas, accelerators, pay mix, and on-target earnings)
  • Has strong analytical skills and a structured approach to solving unique business problems
  • Exceptional problem-solving skills: demonstrated ability to structure complex problems and develop solutions
  • Strong presentation skills, especially related to building compelling presentations and presenting recommendations and decisions to executive leadership
  • Project management skills and ability to partner across functional areas (e.g., Sales, Finance, Operations, and HR)
  • Self-starter capable of independently driving projects to completion
  • Bonus points for proficiency with coding languages (SQL, Python, R, etc.) and experience at a hyper growth company
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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


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!


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!


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.


Solution 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!)

Volunteer in local community
Partners with Nonprofits
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
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Classpass and a fitness/reading stipend
Team workouts
Retirement & Stock Options Benefits
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
Child Care Benefits
Generous Parental Leave
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.
Company Outings
Free Daily Meals
Stocked Kitchen
Some Meals Provided
Happy Hours
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Diversity Program
Lunch and learns
Promote from within
Mentorship program

Additional Perks + Benefits

Since working from home in mid March, we have added additional benefits to ensure our employees are fully supported, mentally and physically!
- One time WFH accessories stipend
- Monthly internet allowance
- Classpass membership offering
- 6-month long free DashPass subscription
- Reading & fitness stipend

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