Lead Process and Program Excellence (Sales Operations)

Impact you can create

At Freshworks our Go-To-Market (GTM) strategies move at lightning this role you wont just support existing sales infrastructures; you will act as the strategic architect of our operational velocity. By leading our Sales Operations Process & Program Excellence initiatives you will:

• Accelerate Revenue Velocity: Eliminate operational friction across the sales cycle directly translating to faster deal execution and maximized sales productivity.

• Build an Agile GTM Infrastructure: Leverage your learning agility to quickly adopt and integrate cutting-edge sales technologies ensuring our commercial teams stay ahead of market trends.

• Drive Cross-Functional Alignment: Act as a critical orchestrator breaking down silos between Sales Leadership Marketing Finance and Legal to create frictionless end-to-end workflows.

• Enable High-Growth Scalability: Optimize our territory routing and partner-led structures preparing Freshworks to scale efficiently into new segments and global markets.

R&R (Roles & Responsibilities)

• Sales Lifecycle & Program Ownership: Lead the end-to-end execution of critical commercial programs including territory mapping lead-routing workflows and partner-led sales pipelines.

• Onboarding & Hyper-Care Management: Establish and monitor a strict 30/60/90 day operational activation framework for internal sellers and external partners to ensure rapid tool adoption and process compliance.

• Agile Change Management: Manage mid-cycle system adaptations territory shifts and rules-of-engagement updates resulting from business model pivots or product expansions.

• Data Governance & Documentation: Enforce high data hygiene across CRM/PRM systems. Author communicate and continuously update comprehensive Sales Ops playbooks and standard operating procedures (SOPs).

• Funnel Performance Engineering: Analyze and report on key sales performance indicators (KPIs) conversion metrics and pipeline velocity to deliver actionable insights to executive leadership.

• Tooling Optimization & Innovation: Actively gather feedback from the field to evaluate pilot and deploy new sales automation AI capabilities and enablement tools.

Qualifications :

Skills

• Learning Agility & Continuous Growth: A proven capacity to quickly master complex GTM tools advanced data analytics and evolving sales methodologies (e.g. MEDDPICC).

• Adaptability & Ambiguity Management: Comfort leading through organizational change handling operational pivots and thriving in a fast-paced SaaS ecosystem.

• Cross-Functional Collaboration: Strong interpersonal and diplomatic skills to effectively collaborate with influence and align diverse teams across Finance Legal Marketing and Sales.

• Analytical & Solutions-Oriented Mindset: The ability to look at complex messy operational data and synthesize it into clear strategic and actionable recommendations.

• GTM Systems Tech Literacy: High proficiency in modern CRM enterprise architectures (e.g. Salesforce Freshsales) Partner Relationship Management (PRM) platforms and BI data tools (e.g. Tableau Looker).

Qualifications

• Education: Bachelors degree in Business Administration Data Analytics Finance or a related field.

• Experience: 58 years of progressive professional experience in Sales Operations Revenue Operations (RevOps) or Channel/Partner Operations.

• Industry Background: Demonstrated experience operating within a fast-growing cloud-based B2B SaaS or technology company.

• Technical Expertise: Hands-on experience configuring optimizing and scaling enterprise-level sales technology stacks and workflow engines.

• Leadership Capability: Proven track record of managing large-scale operational projects and driving behavioral change through influence and cross-functional leadership.

Additional Information :

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.

Remote Work :

No

Employment Type :

Full-time