Director - Revenue Operations (Partnerships)

| San Mateo, CA, USA | Hybrid
Employer Provided Salary: 230,200-374,100 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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Company Description
Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies - that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).
Freshworks' cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.
Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.
Job Description
Please note: this role will be based in San Mateo, CA and requires an in office presence 3 days a week.
As Director - Revenue Operations, you will lead and deliver critical cross-functional initiatives and manage operations & strategic initiatives of our Business teams (in this case, Partnerships/Channel Sales). You'd be working closely with the Senior Leadership team across product, sales, success, support, and marketing functions to drive the desired business results.
Additionally, you will be leading a team of skilled revenue operations analysts. The ideal candidate is highly driven, analytical, organized, and with domain expertise in SaaS operations.
Key Responsibilities:


  • Develop and implement tailored sales strategies specifically designed for channel partners to maximize their effectiveness in reaching target markets and driving revenue growth.
  • Facilitate communication between internal teams and channel partners, ensuring alignment on operational milestones, strategic changes, and issue resolution.
  • Monitor the performance of channel sales initiatives, measure their effectiveness, and execute adjustments as necessary to ensure alignment with overall revenue goals.
  • Prepare and deliver comprehensive presentations to leadership highlighting the performance of channel sales efforts, key metrics, and strategic recommendations.
  • Utilize data analytics and market insights to forecast channel sales performance, providing valuable insights for decision-making and resource allocation.
  • Design and implement incentive structures and compensation models that motivate channel sellers to drive revenue growth and achieve sales targets.
  • Prepare and deliver comprehensive presentations to leadership highlighting the performance of channel sales efforts, key metrics, and strategic recommendations.
  • Establish standardized processes and controls to ensure consistency and efficiency in channel sales operations, reducing risks and enhancing overall performance.
  • Lead initiatives to enhance channel sales effectiveness through system enhancements, process automation, and tooling implementation, enabling partners to operate more efficiently.
  • Manage a team of analysts responsible for supporting channel sales operations, setting clear goals and objectives, providing coaching, and optimising workload distribution to maximize productivity.




  • 12+ years' experience in revenue operations or a related role in Operations or Strategy.
  • Strong business & finance acumen, understanding of marketing, sales, and success methodologies, processes & project management in the SaaS industry.
  • Proven experience in team collaboration and acting as a liaison between various departments and stakeholders, particularly with Sales and Success teams.
  • Experience with a mix of systems and tools in the space of Channel Sales, prospecting, sales productivity, and strategy.
  • Understand complex product functionality, design, and technical issues, in order to propel the right priorities, trade-offs, and resolutions.
  • Ability to deliver clear, concise, and reliable reporting on all activities to key stakeholders.
  • Ability to track metrics and key performance indicators (KPIs), analyse them, and turn them into actionable strategies.
  • Data-driven decision-maker, deferring to concrete information to make judgments and give business guidance.
  • Solutions-oriented and proven ability to multi-task across multiple high-priority and time-sensitive projects and stakeholders.
  • Bachelor's degree, MBA/advanced degree, preferred in Business or Finance.
  • 5+ years of experience as a people leader and program manager.

Additional Information
California Pay Range: $230,200 - $374,100 comprising an annual salary & incentive compensation: You may also be eligible for equity and additional generous company 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.


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Technology we use

  • Product
  • Sales & Marketing
    • ConfluenceManagement
    • JIRAManagement
    • FreshdeskManagement
    • FreshserviceManagement
    • Freshsales CRMManagement
    • FreshmarketerManagement
    • FreshchatManagement
    • FreshcallerManagement
    • FreshsuccessManagement
    • FreshteamManagement
    • FreshconnectManagement
    • FreshreleaseManagement
    • FreshpingManagement
    • FreshstatusManagement
    • Freshsales CRMCRM
    • FreshmarketerEmail
    • FreshmarketerLead Gen


Freshworks' HQ is adjacent to the Hillsdale Caltrain station in San Mateo amidst a growing hub of tech companies.

An Insider's view of Freshworks

What’s the vibe like in the office?

One of the things I've loved most since starting at Freshworks is how much the team values company culture. Everyone in the office is working hard, celebrating successes, and all the while having a great time. Collaboration is also a big aspect of the sales team - everyone is quick to jump in to help!


Enterprise Account Executive

What's the biggest problem your team is solving?

It is great being part of a team that is helping companies hit the refresh switch on business software. Freshworks is letting businesses know that their software doesn’t have to be clunky or expensive. Being able to help companies overcome these challenges is truly rewarding!


Senior Enterprise Account Executive

What makes someone successful on your team?

You have to be a team player. We are all in each other's corners and the collaborative and interactive workspace is one that I have come to value greatly. You will be presented with ongoing opportunities to grow, learn, and step into leadership roles. The willingness to volunteer for these roles and step into new challenges is a valuable attribute.


Solution Engineer

What is your vision for the company?

Freshworks provides innovative customer engagement software for businesses of all sizes, making it easy for teams to acquire, close and keep their customers for life. We provide refreshing software that your teams will love. All our products are ready to go, easy to use, and offer great value to any type of business.


Founder & CEO

How do you collaborate with other teams in the company?

As a distributed workforce I try to include visual elements throughout my collaboration process. By sharing the "why" and vision I can more easily collate critiques and ideas. I also keep internal notes on interactions in my Evernote; being organized helps me communicate directives in a more progressive manner.


Senior Solutions Engineer

What are Freshworks Perks + Benefits

Freshworks Benefits Overview

Freshworks provides a comprehensive benefits plan, including health insurance, vision, dental, retirement, and unlimited time off (among a lot of other cool things too!)

Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Flexible work schedule
Remote work program
Dedicated diversity and inclusion staff
Highly diverse management team
We have 3 women in our C-suite!
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
FW Women 360, LGBTQAI++
Hiring practices that promote diversity
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Classpass and a fitness/reading stipend
Team workouts
Financial & Retirement
The 401(k) retirement plan offers a broad selection of stocks, bonds and international index funds to choose from.
Company equity
Employee stock purchase plan
Performance bonus
Freshworks has a lucrative sales commission program as well as a performance bonus for other functions, which are dependent on individual and company performance.
Child Care & Parental Leave
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation + Time Off
Unlimited vacation policy
Paid volunteer time
Paid holidays
Office Perks
Commuter benefits
Freshworks offers pre-tax commuter benefits for all employees.
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours

Additional Perks + Benefits

Since working from home in mid March, we have added additional benefits to ensure our employees are fully supported, mentally and physically!
- One time WFH accessories stipend
- Monthly internet allowance
- Classpass membership offering
- 6-month long free DashPass subscription
- Reading & fitness stipend

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