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Freshworks is seeking a Revenue Operations Business Partner to support SMB sales leaders and teams. This is a hands-on, high-impact role combining data analysis, operational rigor, and business partnering to help sales leadership understand performance, improve forecast accuracy, strengthen pipeline execution, and deliver against revenue goals.
You will act as a trusted operational partner to SMB leadership, working closely to identify risks and opportunities, translate data into actionable insights, and ensure the right operating rhythms and processes drive consistent execution. Key responsibilities include:
**Forecasting & Pipeline Management:** Partner with SMB sales leaders on weekly and monthly forecasting processes. Monitor lead flow, identify risks and gaps, and analyze pipeline health across coverage, conversion, aging, and progression. Maintain strong data quality and operational discipline in Salesforce and other sales systems.
**Business Performance & Insights:** Provide clear, actionable insights into business performance, highlighting trends, risks, and opportunities. Analyze performance across teams, segments, and individual reps. Develop and maintain reporting and dashboards that give leaders visibility into their business. Translate complex data into simple recommendations for sales leaders and frontline teams. Support regular business reviews, QBRs, and performance cadences with relevant analysis.
**Business Partnering:** Act as a trusted partner to SMB sales leaders, helping them use data to make informed decisions. Build strong relationships with sales managers and understand operational challenges impacting their teams. Challenge assumptions constructively and bring an independent, data-driven perspective. Help leaders identify opportunities to improve rep productivity, pipeline generation, conversion, and overall sales execution. Partner with Finance, Marketing, Enablement, and other cross-functional teams.
**Operational Excellence & Scalability:** Identify opportunities to simplify, automate, and improve SMB sales processes and operating rhythms using AI where relevant. Support rollout and adoption of new Revenue Operations processes, tools, and reporting. Work with the BI team to build out Power BI and Tableau as well as Salesforce reporting. Contribute to broader Revenue Operations initiatives including annual planning, territory and quota processes, and sales productivity. Work closely with Revenue Operations Analysts to ensure reporting effectively supports SMB leadership needs.
**Requirements:**
- 5–8 years of experience in Revenue Operations, Sales Operations, Business Operations, Strategy, Finance, or similar analytical/business partnering role
- Experience supporting sales teams in B2B SaaS or technology environment, ideally within SMB or high-volume sales organization
- Strong commercial and analytical mindset with ability to understand key drivers of sales performance
- Proven ability to work with sales leaders and turn data into clear, actionable recommendations
- Strong experience with Salesforce, Excel, and business intelligence/reporting tools
- Excellent problem-solving skills and strong attention to detail
- Highly organized with ability to manage multiple priorities in fast-paced environment
- Strong communication and stakeholder management skills with confidence to challenge and influence sales leaders
- Comfortable working with large datasets and simplifying complex information for senior stakeholders
- Based in Bengaluru with ability to work effectively with global teams across multiple time zones
