Director - Sales Operations (Pipeline Operations)

| Bellevue, WA, USA | Hybrid
Employer Provided Salary: $230,200-$374,100 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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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 Bellevue, WA and requires an in office presence 3 days a week.
The Director, Pipeline Operationsis a critical role within the Freshworks sales organization, responsible for driving growth initiatives and ensuring alignment with the company's overall new business pipeline goals. The Director, Pipeline Operationsreports to the Director of Pipeline Strategy, Ops, and Programs and works closely with global and regional sales leadership to develop global pipeline initiatives, execute strategic programs across all pipeline sources, and plays a leadership role in developing critical pipeline-centric infrastructure and workflows (e.g. headcount planning, quota assignment, attainment, compensation plans, etc.)
Key responsibilities of the Director, Pipeline Operations include:
Strategy Development: Collaborate with regional sales leadership to develop and refine pipeline growth strategy, ensuring alignment with the overall company goals and objectives.
Pipeline Management: Develop and implement processes and tools to improve pipeline efficiency and management. This includes working closely with the Field Ops and Sales leadership in driving sales pipeline reporting and deal hygiene.
Cross-Functional Collaboration: Work closely with other departments, such as marketing, business development, channel, sales and GTM operations, to ensure alignment and coordination of pipeline growth activities with the broader organizational goals.
Sales Training and Development: Align with sales training programs to support the growth and development of the Business Development Organization.
Communication and Reporting: Provide regular communication to senior BD, Sales, Marketing, and Rev Ops leadership on sales performance, progress against goals, and risks and opportunities.
The Director, Pipeline Operations musthave a strong understanding of the current sales strategy and operations, as well as excellent analytical and communication skills. They should also be able to work effectively in a fast-paced, collaborative environment, and have the ability to lead and influence cross-functional teams.

  • 8+ years of demonstrable experience in sales strategy or sales ops (or related experience), driving and owning large scale, global business initiatives
  • Deep understanding of the current B2B SaaS environment and common pipeline generation techniques and strategies used within this environment
  • Solution driven, able to think on your feet and identify a path to success in a variety of different scenarios
  • Self-motivated, able to identify and solve for problems with minimal guidance
  • Ability to juggle multiple projects and priorities, prioritizing deliverables for team members and managing expectations with key stakeholders
  • Demonstrable hands-on experience building models in Excel, designing and building dashboards in PowerBI (or equivalent), and navigating a CRM environment
  • Able to operate within a globally diverse team with varying levels of experience and capabilities
  • Excellent communication skills (verbal and written); able to communicate complex information in a clear and concise way; strong executive presence
  • Self-motivated, empathetic leader with a passion to mentor and teach
  • Bachelors degree; MBA preferred

Additional Information
Washington 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.

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Technology we use

  • Product
  • Sales & Marketing
    • ConfluenceManagement
    • JIRAManagement
    • FreshdeskManagement
    • FreshserviceManagement
    • Freshsales CRMManagement
    • FreshmarketerManagement
    • FreshchatManagement
    • FreshcallerManagement
    • FreshsuccessManagement
    • FreshteamManagement
    • FreshconnectManagement
    • FreshreleaseManagement
    • FreshpingManagement
    • FreshstatusManagement
    • Freshsales CRMCRM
    • FreshmarketerEmail
    • FreshmarketerLead Gen


11100 NE 8th Street, Bellevue, WA 98004

An Insider's view of Freshworks

What’s the vibe like in the office?

One of the things I've loved most since starting at Freshworks is how much the team values company culture. Everyone in the office is working hard, celebrating successes, and all the while having a great time. Collaboration is also a big aspect of the sales team - everyone is quick to jump in to help!


Enterprise Account Executive

What's the biggest problem your team is solving?

It is great being part of a team that is helping companies hit the refresh switch on business software. Freshworks is letting businesses know that their software doesn’t have to be clunky or expensive. Being able to help companies overcome these challenges is truly rewarding!


Senior Enterprise Account Executive

What makes someone successful on your team?

You have to be a team player. We are all in each other's corners and the collaborative and interactive workspace is one that I have come to value greatly. You will be presented with ongoing opportunities to grow, learn, and step into leadership roles. The willingness to volunteer for these roles and step into new challenges is a valuable attribute.


Solution Engineer

What is your vision for the company?

Freshworks provides innovative customer engagement software for businesses of all sizes, making it easy for teams to acquire, close and keep their customers for life. We provide refreshing software that your teams will love. All our products are ready to go, easy to use, and offer great value to any type of business.


Founder & CEO

How do you collaborate with other teams in the company?

As a distributed workforce I try to include visual elements throughout my collaboration process. By sharing the "why" and vision I can more easily collate critiques and ideas. I also keep internal notes on interactions in my Evernote; being organized helps me communicate directives in a more progressive manner.


Senior Solutions Engineer

What are Freshworks Perks + Benefits

Freshworks Benefits Overview

Freshworks provides a comprehensive benefits plan, including health insurance, vision, dental, retirement, and unlimited time off (among a lot of other cool things too!)

Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Flexible work schedule
Remote work program
Dedicated diversity and inclusion staff
Highly diverse management team
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Classpass and a fitness/reading stipend
Team workouts
Financial & Retirement
The 401(k) retirement plan offers a broad selection of stocks, bonds and international index funds to choose from.
Company equity
Employee stock purchase plan
Performance bonus
Freshworks has a lucrative sales commission program as well as a performance bonus for other functions, which are dependent on individual and company performance.
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited vacation policy
Paid volunteer time
Paid holidays
Office Perks
Commuter benefits
Freshworks offers pre-tax commuter benefits for all employees.
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours

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