Senior Director - Business Development

📋 Description

• • Own the entire International Business Development vision and execution for Freshworks Inc., setting the strategic direction for how we generate, nurture, and convert pipeline across EMEA, APAC, and LATAM. You will architect a multi-region, AI-first motion that turns raw market data into predictable, scalable revenue.
• • Lead, inspire, and scale a distributed team of 40-60 Business Development Representatives and Sales Development Representatives, coaching them to become world-class, AI-literate sellers who consistently exceed pipeline targets while embodying Freshworks’ customer-centric values.
• • Operationalize cutting-edge GenAI and Machine-Learning capabilities—predictive lead scoring, real-time buyer-intent feeds, dynamic content generation, and conversation intelligence—so every rep knows exactly which account to call, what to say, and when to say it for maximum conversion.
• • Design and continuously refine data-backed playbooks that replace static scripts with adaptive, persona-specific messaging. You will A/B test at scale, feeding results back into the AI models to create a self-improving system that lifts reply rates, meeting-set rates, and opportunity creation quarter over quarter.
• • Partner with Sales, Marketing, RevOps, Product Marketing, and Enablement to ensure the International BDR motion is tightly aligned with regional field priorities, campaign calendars, product launches, and revenue targets. You will serve as the single point of accountability for pipeline coverage across all international theaters.
• • Leverage AI-driven forecasting and trend analysis to surface systemic gaps—be it territory whitespace, persona misalignment, or channel inefficiency—and take decisive action to close them before they impact the number. You will present these insights weekly to the executive leadership team and Board.
• • Build and institutionalize a culture of experimentation and continuous learning. You will run monthly “innovation sprints” where reps test new AI tools, channels, and messaging angles, then scale the winners across the organization through playbooks, certifications, and peer-led enablement.
• • Own the International BDR P&L, budget, and head-count planning. You will model ramp curves, quota capacity, and productivity levers to ensure every dollar invested in pipeline generation delivers a measurable, multi-quarter ROI.
• • Champion diversity, equity, and inclusion in every hiring and promotion decision. You will create career paths that move top BDRs into AE, CS, and leadership roles, ensuring Freshworks’ next generation of revenue talent is as global and diverse as the markets we serve.
• • Represent Freshworks at industry events, customer advisory boards, and AI/ML forums, evangelizing our AI-powered GTM approach and attracting the best talent, partners, and customers to our ecosystem.