Director, Mid-Market Sales

About the position

We are seeking an accomplished Director, Mid-Market Sales to lead and execute Freshworks' strategy for the mid-market segment (500-1000 employees). As a key leader within the sales organization, you will oversee the growth and performance of the mid-market sales team, driving scalable solutions and fostering a culture of excellence. This role is ideal for a dynamic first-line leader with a customer-first mindset who excels in a fast-paced, results-driven environment.

Responsibilities

• Develop and implement a mid-market sales strategy aligned with company objectives, focusing on growth and scalability.
• Identify and pursue market opportunities to drive predictable, sustainable revenue.
• Ensure the team delivers tailored solutions for mid-market customers (500 - 1,000 employees) with a focus on operational efficiency and quality customer engagements.
• Serve as an executive contact for key accounts, providing support for complex customer needs and driving retention.
• Define and track KPIs to ensure the achievement of revenue and performance targets for the mid-market segment.
• Use data-driven insights to enhance sales motions, optimize pipeline management, and increase win rates.
• Lead and develop a high-performing sales team by recruiting, mentoring, and retaining top talent.
• Foster a collaborative and inclusive team culture, empowering individuals to excel and innovate.
• Work closely with marketing, product, and customer success teams to align on go-to-market strategies and ensure a seamless customer experience.
• Advocate for mid-market customer needs, ensuring internal teams prioritize solutions that meet customer expectations.

Requirements

• 10+ years of experience in SaaS, ITSM, or EX sales, with at least 3 years in a leadership role managing teams.
• Proven track record of driving growth within mid-market sales and delivering results in a high-growth environment.
• Strong understanding of SaaS and ITSM solutions, with experience addressing the unique requirements of mid-market customers.
• Experience with EX tools, especially in onboarding and engagement for mid-sized companies.
• Ability to inspire creativity and innovation within a team by encouraging calculated risks and continuously driving improvements to processes and products.
• Proven experience in embedding customer needs into strategic planning and advocating for excellence throughout the customer journey to drive exceptional service and satisfaction.
• Strong leadership capabilities with a track record of effectively communicating a clear vision for business growth, particularly in the mid-market segment.
• Demonstrated success in establishing accountability and maintaining operational efficiency to ensure the consistent delivery of high-quality results and performance.
• Skilled in mentoring and coaching team members, fostering a supportive and inclusive work environment, and promoting career growth through personalized development plans.

Benefits

• Base Salary: $206,000 - $296,000
• Eligible for variable compensation