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Salary: USD 177,000 - 194,020 / annual
Freshworks is seeking an experienced Commercial Sales Director to lead a team of Commercial Account Executives driving new business revenue within the Commercial customer segment (250–500 employees). Reporting to the VP of Sales for Mid-Market and Commercial, you 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.
This is a front-line sales leadership position requiring hands-on management and development of individual contributor reps in a SaaS sales environment. You will combine strong sales fundamentals with coaching ability, setting clear expectations, developing AEs' skills, managing execution, and partnering across the organization to help the Commercial segment scale.
Key responsibilities include:
- Lead, coach, and develop a team of Commercial Account Executives, establishing high performance and accountability standards
- Execute Freshworks' Commercial sales strategy aligned with 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 deals by joining customer calls, reviewing proposals, and helping reps navigate objections and close business
- Establish strong pipeline inspection and forecasting discipline, providing clear visibility into performance, risks, and opportunities
- Recruit, hire, onboard, and retain top sales talent as the team grows
- Partner with Marketing, Solution Engineering, Customer Success, Revenue Operations, and other functions to support team 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
- Foster a positive, high-energy team culture supporting 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
Success means building a high-performing, motivated Commercial sales team that consistently meets or exceeds quota, developing reps into stronger sellers, creating consistency in pipeline and forecasting accuracy, and building a repeatable sales motion that scales with team growth. Most importantly, you will build a team culture where reps want to stay, grow, and do their best work.
Requirements:
- 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
