Commercial Sales Director

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. There’s another option. Freshworks. With a fresh vision for how the world works.

Freshworks is seeking an experienced Commercial Sales Director to lead a team of Commercial Account Executives driving new business revenue within our Commercial customer segment (250-500 employees). Reporting directly to Mark Ripley, VP of Sales of Mid-Market and Commercial, this leader will manage a team of individual contributor sales representatives, with direct responsibility for day-to-day execution, coaching, and performance against pipeline conversion, forecast accuracy, and revenue targets.

Responsibilities

• Lead, coach, and develop a team of Commercial Account Executives, establishing a high bar for performance, accountability, and execution.
• Execute Freshworks’ Commercial sales strategy within your team, aligned with broader North America and company growth objectives.
• Own revenue performance for your team, including pipeline generation, forecasting, deal execution, productivity, and quota attainment.
• Actively participate in and support deals including joining customer calls, reviewing proposals, and helping reps navigate objections and close business.
• Establish strong pipeline inspection and forecasting discipline within your team, providing clear and accurate visibility into performance, risks, and opportunities.
• Recruit, hire, onboard, and retain top sales talent as your team grows.
• Partner closely with Marketing, Solution Engineering, Customer Success, Revenue Operations, and other functions to support your team’s execution.
• Drive consistent use of sales process, methodology, and tools (e.g., Salesforce) across the team.
• Provide ongoing coaching and skill development to reps at all experience levels, from ramping new hires to seasoned individual contributors.
• Foster a positive, high-energy team culture that supports collaboration, accountability, and growth.
• Represent your team within the broader Commercial sales leadership organization and contribute to territory planning, headcount planning, and go-to-market execution.

QUALIFICATIONS

• 8+ years of progressive sales and sales leadership experience, ideally within enterprise or commercial SaaS organizations.
• 3–5 years of sales leadership/management experience, directly managing individual contributor sales representatives.
• Demonstrated success building, coaching, and leading a high-performing sales team.
• Deep understanding of SaaS sales cycles, including prospecting, discovery, demo, procurement, negotiation and closing.
• Proven track record of consistently delivering against revenue targets, both personally as an individual contributor and as a people leader.
• Strong command of pipeline management, forecasting, and sales productivity metrics.
• Demonstrated ability to coach reps of varying experience levels while creating a culture of accountability and high performance.
• Strong communication skills and presence, comfortable engaging with customers and internal stakeholders.
• Ability to operate effectively in a fast-moving environment, balancing team management with hands-on deal support.
• Experience with CRM and sales engagement tools (e.g., Salesforce).
• Experience in a high-growth SaaS environment is highly desirable.

Success in this role Success in this role means building a high-performing, motivated Commercial sales team that consistently meets or exceeds quota. You will develop reps into stronger sellers, create consistency in pipeline and forecasting accuracy, and build a repeatable sales motion that scales with the team’s growth. Most importantly, you will build a team culture where reps want to stay, grow, and do their best work , turning individual talent into a durable competitive advantage for Freshworks.

ADDITIONAL INFORMATION We're committed to building a workplace that reflects the diverse world we serve. At Freshworks, you'll find inclusive teams, flexible thinking, and opportunities to grow your career - while making work better for millions. If this sounds like a journey you want to be part of, we'd love to meet you. Let's building something refreshing together. The annual base salary range for this position is $197,000 - $283,000 Base Salary. This role is also eligible for variable compensation. Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level.