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 software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).
Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.
Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.
Job Description
Please note: this role will be based in San Mateo, CA and requires an in office presence 3 days a week.
The Director, Pipeline Operations is a critical role within the Freshworks sales organization, responsible for driving growth initiatives and ensuring alignment with the company's overall new business pipeline goals. The Director, Pipeline Operations reports to the Director of Pipeline Strategy, Ops, and Programs and works closely with global and regional sales leadership to develop global pipeline initiatives, execute strategic programs across all pipeline sources, and plays a leadership role in developing critical pipeline-centric infrastructure and workflows (e.g. headcount planning, quota assignment, attainment, compensation plans, etc.)
Key responsibilities of the Director, Pipeline Operations include:
- Strategy Development: Collaborate with regional sales leadership to develop and refine pipeline growth strategy, ensuring alignment with the overall company goals and objectives.
- Pipeline Management: Develop and implement processes and tools to improve pipeline efficiency and management. This includes working closely with the Field Ops and Sales leadership in driving sales pipeline reporting and deal hygiene.
- Cross-Functional Collaboration: Work closely with other departments, such as marketing, business development, channel, sales and GTM operations, to ensure alignment and coordination of pipeline growth activities with the broader organizational goals.
- Sales Training and Development: Align with sales training programs to support the growth and development of the Business Development Organization.
- Communication and Reporting: Provide regular communication to senior BD, Sales, Marketing, and Rev Ops leadership on sales performance, progress against goals, and risks and opportunities.
The Director, Pipeline Operations must have a strong understanding of the current sales strategy and operations, as well as excellent analytical and communication skills. They should also be able to work effectively in a fast-paced, collaborative environment, and have the ability to lead and influence cross-functional teams.
Qualifications
- 8+ years of demonstrable experience in sales strategy or sales ops (or related experience), driving and owning large scale, global business initiatives
- Deep understanding of the current B2B SaaS environment and common pipeline generation techniques and strategies used within this environment
- Solution driven, able to think on your feet and identify a path to success in a variety of different scenarios
- Self-motivated, able to identify and solve for problems with minimal guidance
- Ability to juggle multiple projects and priorities, prioritizing deliverables for team members and managing expectations with key stakeholders
- Demonstrable hands-on experience building models in Excel, designing and building dashboards in PowerBI (or equivalent), and navigating a CRM environment
- Able to operate within a globally diverse team with varying levels of experience and capabilities
- Excellent communication skills (verbal and written); able to communicate complex information in a clear and concise way; strong executive presence
- Self-motivated, empathetic leader with a passion to mentor and teach
- Bachelors degree; MBA preferred
Additional Information
California Pay Range: $230,200 - $374,100 comprising an annual salary & incentive compensation: You may also be eligible for equity and additional generous company benefits.
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.
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