Job Description

We’re hiring a Vice President of Strategic Business Development to source, close and launch high impact strategic partnerships for Freshworks. The ideal candidate is a creative partnerships leader with a track-record of closing impactful deals and driving material P&L results. You will own the full deal cycle—from strategy and sourcing through pitch, negotiation, and close—with a focus on unlocking new capabilities across Freshworks solutions through the ISV partner ecosystem, developing new commercial distribution models, and unlocking significant revenue and customer acquisition for the business. This is an externally-facing leadership position for someone who thrives in complex environments, loves to build from scratch, and excels at working across executive stakeholders to craft and close bold, high-leverage deals. Reporting into the SVP of Corporate Strategy and Development, you will work closely with leadership and teams across the company to shape and deliver on Freshworks’ most important commercial growth initiatives.

Responsibilities

Strategy & Execution

• Develop and implement a comprehensive strategic partnership strategy that aligns with Freshworks’ overall growth objectives.
• Structure complex, high-impact partnership agreements, including technology integrations, go-to-market collaborations, and joint solutions.
• Lead the entire lifecycle of partner engagement, from prospecting and initial outreach to negotiation and contract execution.
• Develop and manage joint business plans with key partners, driving execution through cross-functional collaboration.

Ecosystem & Growth

• Build and scale a robust ISV partner ecosystem that provides customers with openness and choice through seamless product integrations.
• Expand the reach of Freshworks through co-sell, sell-with, revenue share, and referral-fee models to accelerate revenue growth
• Optimize existing partnerships through regular business reviews, performance analysis, and strategic planning.

Leadership & Operations

• Implement and manage systems to accurately measure and report on the revenue influence and attribution from partnership activities.
• Create and oversee a seamless onboarding process for new partners, equipping them with the knowledge, tools, and resources needed for success.
• Coach and mentor the business development and ISV teams on best practices for sales outreach, negotiation, and robust pipeline management.

Qualifications

• 15+ years of experience in strategic partnerships, business development, ISV partnerships, or corporate development at a top technology, SaaS, or other market-leading company
• A track record of successfully closing complex, multi-stakeholder deals for integrated SaaS solutions that have a significant revenue and strategic impact
• Experience defining, and executing, a marketplace strategy for SaaS or Cloud providers, including driving significant monetization from the marketplace
• Excellence building relationships with executive stakeholders
• Adept at combining commercial creativity with financial rigor, building detailed business cases to inform and guide key decisions
• Capable of thriving in fast-paced, ambiguous environments and to quickly and precisely move a deal from a new idea to a signed contract.

Additional Information

The annual base salary range for this position is $257,000 — $323,000 USD

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

Please note this is a hybrid role that requires an in-office presence 3 days / week (Tue-Thur)

Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave 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.