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Director - Sales
Director of Sales, UK & Ireland – Enterprise New Business
Company Description
Organisations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives—whether for customers or employees. The choice of software can make or break a business. It can create incredible experiences or perpetuate inefficiency.
Software isn’t just a cost; it’s a competitive necessity. At Freshworks, we believe in a fresh vision for how work gets done. We build uncomplicated service software with a people-first approach to AI—powerful tools engineered with simplicity in mind. Our mission is to eliminate friction, making employees more effective and organisations 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. Powering customer loyalty and service efficiency.
With 4,500 talent worldwide, we ship exceptional software to transform industries with real impact.
Job Description
Role Overview
You’ll become the Director of Sales for the UK & Ireland, overseeing Enterprise New Business with strategic responsibility for scaling one of our most mature segments.
Operationally based in our London headquarters, this executive role ensures alignment with global leadership, reports directly to governing committees, and takes ownership of Annual Recurring Revenue (ARR) growth in Tier-1 Enterprise accounts.
Key Responsibilities & Strategic Impact
1. Commercial Strategy & Execution
Develop and execute a go-to-market strategy to systematically penetrate UKI Enterprise accounts, ensuring new renewals, upsells, and Tier-1 pipeline wins. Key activities:
- Map and capitalise on top-tier account opportunities within the $0.5M+ ARR bracket.
- Execute data-driven demand programs via account-based marketing (ABM) and performance marketing for Tier-1 prospects.
- Coordinate cross-functional alignment across product, partnerships, and marketing to accelerate pipeline velocity.
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2. Revenue Operations Leadership
Transform the division into a predictable, high-performance commercial engine through team building, structuring, and scaling:
- Hire, train, and manage a world-class team of Enterprise Account Executives.
- Operate with a unified, controlled pipeline using real-time dashboards to identify speeds, forecast authentically, and execute pivots.
- Oversee quota attainment, new hire ramp, and professional development to standardise best practice in a challenging sales cycle.
3. Pipeline Mastery & Strategic Reporting
Own end-to-end corporate pipeline: finance, capture rate, and forecasting visibility:
- Leverage CRM intelligence and behavioural analytics to refine deals through high-value territories.
- Provide actionable behavioural insights to global leadership, backing reporting with multi-year revenue projections and economic benchmarking.
- Align with Fred Santabarbara (Chief Revenue Officer) on Escalation & Leadership level playbooks, ensuring Pursuit & Contention plays are executed at scale.
4. Talent Acquisition & Employer Branding
Shape the next generation of Enterprise leaders: unite with Talent Acquisition and HR to position Freshworks as an employer of choice across functions.
- Stress-test the motives, needs, and career aspirations of Tier-1 data-driven revenue leaders.
- Implement and invest in plans to 6x retention rates and ensure leadership pipeline consistency.
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Required Qualifications & Track Record
✅ 10+ years in high-growth B2B Enterprise SaaS with a proven track record at Scale and Director level. Experience managing upwards of GBP20M+ in quota attainment, including:
- Unique expertise leading and scaling enterprise sales teams specific to the SEO/Service success category.
- Deep grasp of UKI enterprise software sales cycles within CX/EX domains – preferably CRM or Team munity – and focused on brand-to-applied-value buyers.
✅ Technical acumen with complex negotiation cycles, Capital Proposals & MSA hand-off, and procurement juggernauts.
✅ Octane leader: you inspire, if not instigate cultural shifts to drive operational excellence under aggressive growth conditions.
Occasion Earns: GBP 0 - Inclusive compensation package arrangement possible.
Company Vision & Values
At Freshworks, we believe:
✨ EVERYONE—regardless of background, gender, sexual orientation, religion or ethnicity—deserves a platform to build impact with joy.
🌟 Diversity fuels innovation. A rich, inclusive workplace drives wins across communities, employees, and business objectives.
Ready to reshape the enterprise leadership landscape? Fresh vision awaits. Join a movement. Dive in.
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