Senior Manager - Outbound Sales

Job Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. There’s another option. Freshworks. With a fresh vision for how the world works. At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And over 4,500 Freshworks employees make this possible, all around the world. Fresh vision. Real impact. Come build it with us. Job Description We are seeking an exceptionally strategic and results-driven Senior Manager, Outbound Sales, to lead our new business acquisition efforts. As a Level 5 leader, you will be responsible for defining, implementing, and optimizing our global outbound sales strategy, driving significant revenue growth by proactively identifying and engaging new, high-value enterprise clients. This role requires a proven track record of building and scaling high-performing outbound sales teams, developing market-leading strategies, and a deep understanding of complex sales cycles. You will lead managers and individual contributors, fostering a culture of excellence, innovation, and continuous achievement. Key Responsibilities 1. Strategic Leadership & Planning: Develop and execute comprehensive global outbound sales strategies that align with the company's overall revenue goals and market expansion objectives. Analyze market trends, competitive landscapes, and customer insights to identify new opportunities and refine outbound motions. Set ambitious, yet achievable, sales targets and KPIs for the entire outbound organization, ensuring consistent overachievement. Lead the selection, integration, and optimization of sales technology solutions and AI/ML tools to enhance outbound efficiency and effectiveness. Contribute to the broader company strategy, advocating for outbound sales needs and opportunities. 2. Outbound Sales Execution & Growth: Drive significant new business acquisition by pioneering and scaling effective outbound prospecting and engagement methodologies. Oversee the development of targeted account-based strategies and multi-channel outbound campaigns. Ensure the consistent and repeatable conversion of cold outreach into qualified opportunities and closed deals. Lead high-stakes, strategic negotiations for complex enterprise agreements, ensuring favorable terms and maximizing mutual value. Continuously innovate and adapt outbound tactics based on performance data and market feedback. 3. Team Leadership & Development: Build, lead, mentor, and develop a world-class team of outbound sales managers and individual Account Executives. Responsible for recruiting, hiring, onboarding, and ongoing performance management of direct reports and the wider team. Cultivate a high-performance, resilient, and collaborative culture that emphasizes continuous learning, accountability, and exceeding targets. Implement comprehensive sales training and enablement programs tailored for outbound roles. Identify and nurture future sales leaders within the outbound organization. 4. Sales Operations & Analytics: Strategically manage and optimize outbound sales operations, including territory planning, lead routing, and compensation planning. Leverage advanced sales analytics and forecasting models to provide actionable insights and drive data-driven decisions. Ensure CRM data integrity and provide clear, insightful reporting on outbound performance to executive leadership. Identify and implement process improvements that significantly enhance outbound sales efficiency and scalability. 5. Cross-functional Collaboration & Influence: Drive strategic alignment and collaboration with Marketing, Product, Customer Success, and Operations teams to ensure a seamless end-to-end customer journey and optimize sales support. Act as a key stakeholder and influencer in product roadmap discussions, providing market feedback from outbound efforts. Build and maintain critical strategic partnerships and alliances that create significant competitive advantages and open new channels for outbound growth. Qualifications Bachelor's degree in Business, Marketing, or a related field; MBA or advanced degree preferred. 8-12 years of progressive experience in outbound sales in North American market, with at least 5 years in a leadership position managing teams of Outbound Account Executives. Proven track record of consistently exceeding large, complex sales quotas and driving significant new business growth. Extensive experience building, coaching, and scaling high-performing outbound sales organizations. Demonstrated expertise in strategic sales planning, operations, and analysis. Experience with global market expansion is a significant plus. Additional Information 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.