Senior Manager, Business Development

Company Description

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.

Fresh vision. Real impact. Come build it with us.

Job Description

Make your mark leading a high-impact team at the forefront of pipeline innovation. 

We're looking for a bold, strategic, and hands-on leader to take our North America Business Development team to the next level. As the Senior Manager, Business Development, you'll lead a talent group of BDRs responsible for driving early-stage pipeline and fueling the success of our sales org. 

This isn't just a people management role. You'll play a critical part in shaping our go-to-market motion, combining AI-powered prospecting, account-based strategies, and a deep understanding of buyer intent to spark meaningful conversations with the right prospects at the right time. 

You'll partner cross-functionally with Sales, Marketing, RevOps, and Enablement to run high-impact plays, scale what works, and make sure every rep has the tools and coaching they need to thrive. 

What You'll Do: 

• Lead and scale a high-performing team of BDRs focused on generating qualified pipeline for the North America Sales team 
• Coach and develop reps with a sharp focus on activity quality, conversion metrics, and long-term career growth
• Implement and evolve outbound strategies that leverage AI tools (e.g., Relevance, Orum), buyer intent data, and ABM frameworks 
• Partner closely with Sales, Marketing, and RevOps to align pipeline generation with strategic goals and buyer journeys
• Use data to drive performance, spot trends, identify gaps, and take quick, decisive action to improve results 
• Own hiring and onboarding for new BDRs in collaboration with Talent, ensuring strong cultural and performance alignment 
• Foster a culture of curiosity, accountability, and performance, building future sales leaders from the ground up
• Track and report on pipeline metrics, forecast accurately, and bring a strategic voice to BD leadership conversations 

Please note this is an onsite role (5 days/ week) from our Boston, MA office 

Qualifications

• 5+ years in Business Development or Sales, with at least 2 years leading high-performing BDR/SDR teams 
• Proven track record of exceeding pipeline goals in fast-paced, high-growth SaaS environments 
• Deep understanding of modern outbound strategies, including buyer intent, persona-based messaging, and ABM
• Familiarity with tools like Salesforce, Outreach, Demandbase, Orum, ZoomInfo, Sales Navigator, etc. 
• Strong coaching and communication skills, you know how to bring out the best in people
• Analytical mindset with the ability to interpret data, uncover insights, and act quickly 
• Passion for developing talent and creating inclusive, high-performing team environments

Additional Information

The annual base salary range for this position is $154,000 to $221,372 USD + variable target

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level.

Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

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.