Senior Business Development Manager

Company Description

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.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

Job Description

About the Role

At Freshworks, we are looking for a high-octane, strategic, and resilient Senior Business Development Manager to spearhead our market expansion and design the frontline pipeline strategy for our next phase of regional growth. As a Senior BDM, you will be the corporate face and voice of Freshworks, opening doors to high-value accounts and engaging sophisticated buyer personas.

This is not a passive, inbound execution role. If you are a consultative hunter who thrives on deep account research, creative outbound engineering, cross-functional collaboration, and the thrill of converting cold prospects into qualified enterprise opportunities, you will thrive in our fast-paced, high-performance ecosystem.

1. Roles & Responsibilities

• Strategic Account Mapping & Pipeline Architecture: Conduct rigorous account research and market prospecting within your designated region. You will map out complex organizational structures, understand regional nuances, and architect a robust, predictable sales pipeline from scratch.

• Executive Engagement & Persona-Led Selling: Initiate, nurture, and command conversations with high-profile executive personas and C-suite stakeholders. You will break through the noise to establish meaningful business relationships.

• Corporate Evangelism: Serve as the frontline ambassador for Freshworks. You will confidently pitch our company vision, platform ecosystem, and product suites, delivering compelling corporate presentations that align our capabilities with client needs.

• Creative Multi-Channel Outbound Campaigns: Design and execute hyper-personalized, creative email sequences, cold-calling strategies, and targeted campaigns that capture the attention of busy enterprise decision-makers.

• Consultative Discovery & Qualification: Master the art of the discovery call. Use advanced, open-ended questioning frameworks to untangle customer pain points, accurately diagnose their operational needs, and ruthlessly qualify opportunities.

• Data Hygiene & Sales Metrics Management: Maintain an analytical, numbers-driven approach to your territory. Meticulously track your daily/weekly sales performance metrics and ensure flawless CRM hygiene by capturing precise meeting minutes, mapping next-steps, and updates.

• Internal Stakeholder Synergy: Partner closely with regional Field Sales Directors, Product Experts, and Marketing teams to orchestrate unified account-based strategies and accelerate deal velocity.

2. Impact You Can Create

• Accelerate Regional Market Share: By deciphering specific regional dynamics and localized market gaps, you will directly influence Freshworks’ competitive footprint in your assigned territory.

• Fuel Revenue Velocity: Your ability to move past surface-level qualification and uncover deep, high-value technical pain points will directly convert into high-velocity pipeline revenue for the field sales organization.

• Champion a Peer-to-Peer Consulting Standard: By shifting from transactional selling to empathetic, solution-oriented advisory, you will elevate the reputation of the business development function across the region.

Qualifications

3. Skills & Qualifications

Experience & Background:

• Proven Track Record: 2 to 7 years of hands-on experience in a customer-facing sales, business development, or account management role, ideally within a high-growth B2B SaaS or technology corporate environment.

• Outbound Craft Mastery: Demonstrated success and comfort with high-volume outbound prospecting, including structured cold calling, social selling, and account-based marketing.

• Operational Commitment: Willingness and discipline to work out of our collaborative corporate office 5 days a week to foster team synergy and accelerate peer learning.

Core Competencies:

• Executive Communication & Presence: Exceptional verbal, written, and presentation skills. You must be able to deliver crisp, concise, and highly persuasive pitches both over the phone and via visual mediums like PowerPoint.

• Consultative Discovery: Superb active listening skills with a proven ability to ask the right, high-impact questions that unlock a customer’s hidden pain points and true business needs.

• Commercial Acumen: Strong understanding of standard SaaS sales cycles, funnel metrics, conversions, and target-driven pipeline performance indicators.

Behavioral & Cultural Fit:

• Customer Empathy: A genuine desire to understand, respect, and solve the business challenges that modern IT, customer service, and sales leaders face daily.

• Relentless Grit & Focus: High psychological resilience with the emotional maturity to handle rejections constructively, staying intensely focused and driven by your long-term goals.

• Agility & Learning Mindset: An insatiable curiosity for learning new technologies and an adaptive attitude that allows you to multitask, self-manage, and thrive inside a fast-paced, meritocratic culture.

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.