Lead - Business Development

at  Freshworks

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

Work from our London office 5 days per week as this is an onsite role. You will drive all aspects of outbound sales development strategy, collaborate with cross-functional teams, train and motivate the Business Development UKI team to create and qualify opportunities for the high-velocity sales engine.

• Work closely with the manager of business development for the region to understand, and align on regional territory plans
• A first step to prepare for your leadership career in a fast paced, rapidly expanding SaaS industry
• Work with sales managers and sales representatives to understand and align with regional territory plans
• Ensure a tight feedback loop with the sales departments to ensure proper qualification, lead quality, and appropriate follow-up
• Train, and mentor a team of Business Development Managers
• Manage a volume of inbound interactions with prospective Freshworks customers via phone, email and other media channels. The goal is to raise interest level, qualify, educate and connect them with our sales teams in order to deliver regional revenue targets
• Ensure BDM/SDRs develop and maintain effective time management to maximize and demonstrate phone and activity time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type.
• Conduct weekly team meetings and 1/1s to keep teams tracking towards goals to hit or exceed targets
• Provide detailed analysis and reporting on team’s performance by tracking key data points such as qualification and conversion rates as well as providing accurate forecasts to sales leadership based on performance and historical trends
• Work along with Marketing teams to define and plan campaign strategies and ensure the success of campaigns and provide feedback and recommendations on marketing efforts from real-world interactions with prospects and customers.
• Keep up with industry trends and the best methodologies, including utilization of new technology and web resources

QUALIFICATIONS

• Minimum 4 years of relevant SaaS experience on developing and testing an outbound strategy tailored to the UKI market and experience with managing and working with international teams
• Experience selling into customer support and IT functions is advantageous
• Knowledge of Account Based Marketing strategy and LinkedIn selling techniques
• Proven track record of success and ability to work in a fast-paced, changing environment and interact with multiple partners across different regions
• Leveraging KPIs to drive performance and streamline processes for efficiency
• Great communication skills (positive and energetic, excellent listening skills, strong writing skills, team-player, sales management, external lead-gen agencies, marketing)
• Ability to think strategically, but also exceptional attention to detail in execution. Ability and willingness to be a hands-on leader
• Translates detailed data into concise, relevant insights for senior management
• Bachelor’s or Master’s degree desirable
  Additional Information

• Work closely with the manager of business development for the region to understand, and align on regional territory plans
• A first step to prepare for your leadership career in a fast paced, rapidly expanding SaaS industry
• Work with sales managers and sales representatives to understand and align with regional territory plans
• Ensure a tight feedback loop with the sales departments to ensure proper qualification, lead quality, and appropriate follow-up
• Train, and mentor a team of Business Development Managers
• Manage a volume of inbound interactions with prospective Freshworks customers via phone, email and other media channels. The goal is to raise interest level, qualify, educate and connect them with our sales teams in order to deliver regional revenue targets
• Ensure BDM/SDRs develop and maintain effective time management to maximize and demonstrate phone and activity time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type.
• Conduct weekly team meetings and 1/1s to keep teams tracking towards goals to hit or exceed targets
• Provide detailed analysis and reporting on team’s performance by tracking key data points such as qualification and conversion rates as well as providing accurate forecasts to sales leadership based on performance and historical trends
• Work along with Marketing teams to define and plan campaign strategies and ensure the success of campaigns and provide feedback and recommendations on marketing efforts from real-world interactions with prospects and customers.
• Keep up with industry trends and the best methodologies, including utilization of new technology and web resource