Director, Sales (Enterprise/Strategic)

We are seeking a seasoned and transformational Sales Director (RVP) to lead a Strategic Sales Team for the Americas, focused on the fastest-growing sales segment at Freshworks.

This leader will be responsible for delivering aggressive top-line revenue growth by driving new and expansion business through the implementation of scalable, repeatable, structured go to market processes.

Key Responsibilities:

• Reporting to the VP of Enterprise/Strategic Sales for North America, you will ensure strategic sales strategy is successfully implemented across the region, delivering regional financial target attainment.
• Build and lead a team of high performing Account Executives known for closing large deals and consistently exceeding quotas.
• Set and execute an aggressive customer acquisition strategy that will accelerate new business revenue growth.
• Execute complex sales cycles with CXOs, leveraging executive presence to access, accurately identify and understand the key buying influencers pertaining to an opportunity.
• Evangelize a business impact and value outcome provocative point of view translating into positioning Freshworks as an AI-led platform transforming innovation and cost reductions.
• Cultivate relationships with executive level decision-makers and strive to become a trusted advisor and a partner at your named accounts.
• Project credibility with knowledge of the customer service domain, and the potential of cloud as a game-changer in the enterprise.
• Understand complex customer requirements on both a business and technical level.
• Articulate Freshworks' value proposition clearly and effectively.
• Coach, mentor, and attract talent who exude leadership traits and skills.
• Identify new opportunities, winning large pursuits with strategic customers, creating end-to-end sales life cycle, direct and through the field.
• Report weekly, monthly, and quarterly cadence to all key stakeholders to facilitate understanding of customer and market conditions.
• Ensure internal processes are followed, including the team's adherence to tracking customer and transactional information in CRM systems and other sales and operational processes.
• Define new processes to increase overall productivity and forecast accuracy.
• Travel to company, customer and partner events 2x/month.

Key Outcomes:

• ASP of segment/region has grown 25% YoY.
• Over 80% of team has achieved their annual target and thriving on the team.
• Cross-functional partners are aligned and contributing towards segment/region strategy.

QUALIFICATIONS:

• 10+ years of proven enterprise/strategic software sales.
• 5 to 7+ years managing quota carrying software or technology sales professionals.
• Extensive understanding of emerging CX, ITSM, CRM industry trends, including channels and key players in the competitive landscape.
• Experience managing the sales cycle from business champion to the C-level.
• Skilled at negotiating business terms with line-of-business, procurement teams and senior management.
• 4-year university degree required or equivalent work experience.