SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 288,320 - 356,160 / annual
Freshworks is seeking an experienced Senior Director of Sales to lead go-to-market execution across three strategic vertical markets: Manufacturing, State/Local/Education (SLED), and Federal/Government, covering the US and Canada. Reporting to the SVP & GM of America's Sales, you will oversee three sales teams and their respective leaders, with responsibility for building and executing strategy to accelerate growth within these specialized markets.
You will lead, coach, and develop sales leaders responsible for each vertical, establishing high performance standards and accountability. Key responsibilities include developing and executing a comprehensive vertical sales strategy aligned with broader North America and enterprise growth objectives; owning revenue performance including pipeline generation, forecasting, deal execution, and attainment; building a scalable operating model that recognizes distinct customer, regulatory, and procurement requirements across markets; driving expansion into larger, complex enterprise SaaS opportunities; serving as executive sponsor on strategic deals; establishing inspection and forecasting discipline; recruiting and retaining exceptional sales talent; and partnering across Marketing, Solution Engineering, Customer Success, Professional Services, Channels & Alliances, Revenue Operations, Finance, and Product to develop integrated vertical go-to-market strategies.
You will build relationships with channel, technology, and ecosystem partners; bring market intelligence back to Product and GTM leadership; and represent the verticals organization within the North America sales leadership team. Success means building a high-performing, predictable, scalable vertical sales organization that establishes Freshworks as a stronger enterprise partner, developing leaders who can independently run strong businesses, improving enterprise execution, and creating repeatable vertical-specific sales motions.
REQUIREMENTS:
- 15+ years of progressive sales experience, ideally within enterprise software or SaaS
- 8+ years of sales leadership experience, including 5+ years leading managers at second- or third-line leadership level
- Demonstrated success building, scaling, and leading high-performing enterprise sales organizations through multiple layers
- Significant experience selling into and leading sales organizations focused on SLED and/or Federal/Government markets (required), with strong understanding of public-sector buying cycles, procurement processes, contracting requirements, and go-to-market dynamics
- Experience within Manufacturing or other complex enterprise vertical markets (strongly preferred)
- Deep understanding of complex enterprise SaaS sales cycles, including executive engagement, multi-threaded decision processes, procurement, security, legal, implementation, and commercial negotiations
- Proven track record of consistently delivering against ambitious revenue targets and driving predictable, sustainable growth
- Experience developing and executing vertical-specific GTM strategies
- Strong command of pipeline management, forecasting, territory planning, account strategy, and sales productivity
- Demonstrated ability to coach and develop experienced sales leaders while creating accountability, collaboration, and high performance culture
- Strong executive presence with ability to engage credibly with C-suite customers, senior government/public-sector stakeholders, internal executives, and partners
- Ability to operate effectively in fast-moving environment and balance long-term strategic thinking with hands-on leadership
- Strong cross-functional leadership skills and track record of influencing across complex organizations
- Experience in high-growth SaaS environment and/or helping organization move upmarket (highly desirable)
