Manager - Business Development (m/f/d)

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a 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.

Freshworks is on a trajectory to $1B+, and our Business Development team is the tip of the spear. We are looking for a data-driven Manager of Business Development who lives at the intersection of Startup Hustle and AI Innovation.

This isn’t a "sit back and report" management role. You are a Player-Coach. You will architect the playbooks, master the latest AI sales-tech stack, and lead a hungry team of BDMs to disrupt the DACH market. You will:

• Drive all aspects of inbound and outbound sales development, collaborate with cross-functional teams, train and motivate the Business Development team to generate qualified opportunities. 

• Work with sales managers and sales representatives to understand and align with regional territory plans

• Ensure a tight feedback loop with the sales departments to ensure proper qualification, lead quality, and appropriate follow-up

• Train, mentor and lead a team of Business Development Managers (BDMs)

• Ensure BDMs develop and maintain effective time management to maximize productivity, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect types

• Conduct weekly meetings and 1:1s to keep teams tracking towards goals to exceed targets

• Provide detailed analysis and reporting on team’s performance by tracking key data points such as qualification and conversion rates as well as providing forecasts to sales leadership based on performance and historical trends

• Direct collaboration with Marketing teams to define campaign strategies, ensure the success of campaigns and provide feedback and recommendations on marketing efforts from real-world interactions with prospects and customers

• Drive an AI first approach to GTM leveraging automation, intent data & buying signals

• 3+ years of experience in building and leading high-performing Business Development. 

• Familiarity with sales intelligence. Experience using data enrichment and intent data tools to build highly targeted outbound lists. 

• Data-Driven approach to performance management.

• A relentless focus on continuous improvement, constantly iterating on email copy, call scripts, and cadences to optimize conversion rates. 

• An expert understanding of key top-of-funnel metrics (e.g., meeting hold rates, SQL conversion, pipeline value) and the ability to accurately forecast team performance. 

• Great communication skills (positive and energetic, excellent listening skills, strong writing skills, team-player, people management, hands-on leadership style)

• Ability to think strategically, but also exceptional attention to detail in execution.

• Fluency in English & German.

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.