Job description

Freshworks is seeking an experienced Commercial Sales Director to lead a team of Commercial Account Executives driving new business revenue within our Commercial customer segment (250-500 employees). Reporting directly to Mark Ripley, VP of Sales of Mid-Market and Commercial, this leader 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 someone who has directly managed and developed individual contributor reps in a SaaS sales environment, and who thrives in a hands-on, in-the-field coaching role. The ideal candidate combines strong sales fundamentals with hands-on coaching ability. They can set clear expectations, develop AEs’ skills, manage day-to-day execution, and partner across the organization to help the Commercial segment scale. What You'll Do • Lead, coach, and develop a team of Commercial Account Executives, establishing a high bar for performance, accountability, and execution. • Execute Freshworks’ Commercial sales strategy within your team, aligned with broader 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 and support deals including joining customer calls, reviewing proposals, and helping reps navigate objections and close business. • Establish strong pipeline inspection and forecasting discipline within your team, providing clear and accurate visibility into performance, risks, and opportunities. • Recruit, hire, onboard, and retain top sales talent as your team grows. • Partner closely with Marketing, Solution Engineering, Customer Success, Revenue Operations, and other functions to support your team’s 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, from ramping new hires to seasoned individual contributors. • Foster a positive, high-energy team culture that supports 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. • 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. Success in this role means building a high-performing, motivated Commercial sales team that consistently meets or exceeds quota. You will develop reps into stronger sellers, create consistency in pipeline and forecasting accuracy, and build a repeatable sales motion that scales with the team’s growth. Most importantly, you will build a team culture where reps want to stay, grow, and do their best work — turning individual talent into a durable competitive advantage for Freshworks. We're committed to building a workplace that reflects the diverse world we serve. At Freshworks, you'll find inclusive teams, flexible thinking, and opportunities to grow your career - while making work better for millions. If this sounds like a journey you want to be part of, we'd love to meet you. Let's building something refreshing together. The annual base salary range for this position is $197,000 - $283,000 Base Salary. This role is also eligible for variable compensation. Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us. At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.

Requirements

Must-haves

Freshworks is seeking an experienced Commercial Sales Director to lead a team of Commercial Account Executives driving new business revenue within our Commercial customer segment (250-500 employees).
This is a front-line sales leadership position requiring someone who has directly managed and developed individual contributor reps in a SaaS sales environment, and who thrives in a hands-on, in-the-field coaching role.
Lead, coach, and develop a team of Commercial Account Executives, establishing a high bar for performance, accountability, and execution.
Execute Freshworks’ Commercial sales strategy within your team, aligned with broader 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 and support deals including joining customer calls, reviewing proposals, and helping reps navigate objections and close business.
Establish strong pipeline inspection and forecasting discipline within your team, providing clear and accurate visibility into performance, risks, and opportunities.
Recruit, hire, onboard, and retain top sales talent as your team grows.
Partner closely with Marketing, Solution Engineering, Customer Success, Revenue Operations, and other functions to support your team’s 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, from ramping new hires to seasoned individual contributors.
Foster a positive, high-energy team culture that supports 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.
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.

Nice-to-haves

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Effort: medium

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