Summary / Positioning
Pipeline and Business Development is an executive function in B2B SaaS- and one of the three core pillars of GTM (marketing, pipeline, sales) for each of our regions.
You will have a seat at the table as a GTM leader for your region, in conjunction with the sales and marketing leadership team, helping devise and execute pipeline growth strategies in alignment with the Global Vice President of Pipeline & Growth.
Job Description
The Senior Director of Pipeline & Business Development is the GTM leader for pipeline growth within their region. This role is responsible for driving pipeline growth, by directly leading a team of inbound and outbound business development professionals, while helping sales and channel build effective pipeline generating strategies across the region.
In addition the Senior Director of Pipeline & Business Development will lead two global teams: the Digital Support team composed of digital chat agents to help qualify demand generated directly through our webchat experience and our global Account Intelligence & Expansion team, driving deeper persona expansion.
Responsibilities:
- Be the GTM leader for pipeline growth and operate as the subject matter expert for pipeline generation and management across the region.
- Own the Business Development inbound and outbound pipeline and opportunity goals, while driving all prospecting efforts across all sources
- Own the Digital Support and Account Intelligence & Expansion teams to positively impact our global pipeline generation efforts
- Build and execute a full sales funnel for all new business prospecting within the region and pertaining subregions:
- Identify and build out buying journeys, decision making units, ICPs
- Help create a world-class prospecting tech-stack for prospecting in conjunction with Sales Effectiveness team
- Work in hand with the pipeline operations and analytics team for driving data and insights to performance manage across your teams
- Drive world-class account based prospecting methodologies across a buyer-centric framework
- Develop and drive the strategy for all inbound and outbound playbooks for pipeline generation and conversions while inspiring two teams: Sales Development Representatives (inbound and lead driven) and Business Development Managers (outbound and intent signal driven) across multiple markets and industries
- Drive the GTM framework of lead and account qualification
- Work with our Sales Effectiveness team to strategize our lead management platform, sequence strategies and identify new prospecting tools for automation
- Be a leader of leaders - be accountable for managers up to directors, to operationalize your team across the organization
- 15+ years of leadership experience in a business development / sales development or growth marketing role within B2B SaaS environment
- We’re not looking for a ‘traditional’ sales development leader, we’re looking for experience across global and regional markets with a proven track record of account based practices
- Bachelor’s Degree
- Strong presentation and communication skills (verbal, written, and active listening)
- Drive, conscientiousness and perseverance to conduct outbound contacts daily
- Team player
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.
