Director - Revenue Operations (Partnerships)

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.

As Director - Revenue Operations, you will lead and deliver critical cross-functional initiatives and manage operations & strategic initiatives of our Business teams (in this case, Partnerships/Channel Sales). You’d be working closely with the Senior Leadership team across product, sales, success, support, and marketing functions to drive the desired business results.

Additionally, you will be leading a team of skilled revenue operations analysts. The ideal candidate is highly driven, analytical, organized, and with domain expertise in SaaS operations.

Key Responsibilities:

• Develop and implement tailored sales strategies specifically designed for channel partners to maximize their effectiveness in reaching target markets and driving revenue growth.
• Facilitate communication between internal teams and channel partners, ensuring alignment on operational milestones, strategic changes, and issue resolution.
• Monitor the performance of channel sales initiatives, measure their effectiveness, and execute adjustments as necessary to ensure alignment with overall revenue goals.
• Prepare and deliver comprehensive presentations to leadership highlighting the performance of channel sales efforts, key metrics, and strategic recommendations.
• Utilize data analytics and market insights to forecast channel sales performance, providing valuable insights for decision-making and resource allocation.
• Design and implement incentive structures and compensation models that motivate channel sellers to drive revenue growth and achieve sales targets.
• Prepare and deliver comprehensive presentations to leadership highlighting the performance of channel sales efforts, key metrics, and strategic recommendations.
• Establish standardized processes and controls to ensure consistency and efficiency in channel sales operations, reducing risks and enhancing overall performance.
• Lead initiatives to enhance channel sales effectiveness through system enhancements, process automation, and tooling implementation, enabling partners to operate more efficiently.
• Manage a team of analysts responsible for supporting channel sales operations, setting clear goals and objectives, providing coaching, and optimising workload distribution to maximize productivity.
  
  

Qualifications

• 12+ years’ experience in revenue operations or a related role in Operations or Strategy.
• Strong business & finance acumen, understanding of marketing, sales, and success methodologies, processes & project management in the SaaS industry.
• Proven experience in team collaboration and acting as a liaison between various departments and stakeholders, particularly with Sales and Success teams.
• Experience with a mix of systems and tools in the space of Channel Sales, prospecting, sales productivity, and strategy.
• Understand complex product functionality, design, and technical issues, in order to propel the right priorities, trade-offs, and resolutions.
• Ability to deliver clear, concise, and reliable reporting on all activities to key stakeholders.
• Ability to track metrics and key performance indicators (KPIs), analyse them, and turn them into actionable strategies.
• Data-driven decision-maker, deferring to concrete information to make judgments and give business guidance.
• Solutions-oriented and proven ability to multi-task across multiple high-priority and time-sensitive projects and stakeholders.
• Bachelor’s degree, MBA/advanced degree, preferred in Business or Finance.
• 5+ years of experience as a people leader and program manager.
  
  

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.