Opportunity at
FreshworksCommercial Sales Director
Freshworks wants a Commercial Sales Director to head a group of Commercial Account Executives who win new business from companies with 250 to 500 employees in…
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About This Role
Freshworks wants a Commercial Sales Director to head a group of Commercial Account Executives who win new business from companies with 250 to 500 employees in North America. The full-time, on-site position reports to the VP of Sales for Mid-Market and Commercial and oversees individual contributor sellers day to day. This is frontline sales leadership with a strong field coaching component. The director sets clear expectations, builds AE capability from…
Job Description
Freshworks wants a Commercial Sales Director to head a group of Commercial Account Executives who win new business from companies with 250 to 500 employees in North America. The full-time, on-site position reports to the VP of Sales for Mid-Market and Commercial and oversees individual contributor sellers day to day.
This is frontline sales leadership with a strong field coaching component. The director sets clear expectations, builds AE capability from new hires through experienced sellers, and is accountable for how well pipeline converts, how accurate forecasts are, and whether revenue goals are met. Hands-on involvement includes sitting in on customer calls, going through proposals and coaching reps through objections and closes.
Other duties include inspecting pipeline, applying the sales process consistently with tools such as Salesforce, recruiting and onboarding sellers, and coordinating with Marketing, Solution Engineering, CS and RevOps. The director also contributes to territory and headcount planning. The posting requires at least eight years in sales, including three to five years managing individual contributor reps, and gives a base salary of $177,000 to $194,020 plus variable pay.
Responsibilities
- Coach and develop the Commercial Account Executive group, holding it to a high standard of performance.
- Put the Commercial sales strategy into practice for the team, in line with North American and company goals.
- Own team revenue results, covering pipeline creation, forecast discipline, deal execution, output per rep and quota attainment.
- Sit in on customer calls, go through proposals and coach reps through objections.
- Inspect pipeline and enforce forecasting discipline.
- Recruit, hire, onboard and keep strong sales talent as the team expands.
- Enforce consistent use of the sales methodology and tools such as Salesforce.
- Provide ongoing coaching for reps at all experience levels and build a positive team culture.
Requirements
- At least eight years in sales and sales management, with a preference for enterprise or commercial SaaS firms.
- Three to five years leading individual contributor sales reps directly.
- Background building and mentoring strong sales teams.
- Deep knowledge of SaaS sales cycles, from prospecting and discovery through negotiation and close.
- Track record of hitting revenue goals personally and through a team.
- Solid grip on pipeline health, forecasting and productivity measures.
Qualifications
- Hands-on use of CRM and sales engagement software such as Salesforce.
- Experience in a fast-growing SaaS company, which is highly desirable.
- Strong communication and presence with customers and internal teams.
Core Skills
Benefits
- Variable compensation is available.
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this job located?
The posting does not specify a city or office location. It is listed as an on-site role for the North American Commercial segment.
Who does this role report to?
It reports directly to the VP of Sales for Mid-Market and Commercial.
What is the base salary?
The posting gives a base range of $177,000 to $194,020 and says variable pay is part of the package.
How much experience is needed?
The posting asks for at least eight years in sales and sales management, including three to five years supervising individual contributor reps.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.