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 or 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 business.

Freshworks provides intelligent customer engagement software for businesses of all sizes, making it easy for teams to acquire, close, and serve their customers for life. More than 50,000 businesses trust Freshworks, including our employee engagement, customer engagement and CRM products, to improve employee productivity and increase customer lifetime value. Our products are ready to go, easy to use, and offer a quick return on investment.

Freshworks has received numerous accolades ranking #16 on the prestigious Forbes’ Cloud 100 and #22 on the Battery Ventures/Glassdoor Best Places to Work lists. 

Headquartered in San Mateo, California, Freshworks has a dedicated global team operating from 13 locations to serve our customers throughout the world. Freshworks is backed by leading investors including Accel, CapitalG, Sequoia Capital and Tiger Global Management. For more information visit www.freshworks.com.

The Position:

The Director of Pricing Strategy will be responsible for developing long term pricing and packaging for Freshworks products. The role is a unique opportunity to develop cross-functional, and cross-product expertise in pricing strategy while getting exposure to a variety of high priority products and market expansion initiatives. The candidate will work closely with the product management and product marketing organizations to align pricing and packaging recommendations to the product roadmap and go-to-market positioning.  Additionally, the Director of Pricing Strategy will support the operational execution of new product introductions.

Key Responsibilities:

• Set and lead vision and pricing strategies that capture Freshworks value proposition and competitive advantages

• Align pricing philosophy with Freshworks business model; monitor market landscape for emerging pricing models

• Promote value-based pricing, evaluate entitlements, value proposition against competitive offerings

• Define and oversee pricing policies, structure and rates for existing and new products

• Develop packaging approach & bundling strategies in partnership with Product leadership

• Deploy best-in-class pricing analytics, models and research methods for analyzing market share, leakage, price testing, demand elasticity and competitive intelligence to develop recommendations

• Analyze and synthesize quantitative (sales and usage data) and qualitative data (input from customers and sales teams) to develop a compelling pricing strategy

• Partner with Pricing Operations and cross-functional team to bring concepts to life

• Communicate findings and recommendations to all levels of management (including Pricing Committee) through clear presentations and mastery of the qualitative factors that complement analyses

Our Perfect Match:

• 10+ years of demonstrated growth progression with previous pricing strategy, corporate strategy, management consulting or product management experience a plus

• Excellent verbal and written communication skills; ability to communicate effectively with different levels of management with an ability to influence is required

• Strong Team Player, excellent business partnering skills, positive attitude and good work ethic

• Self-motivated and thrives in a fast-paced environment

• Strong problem solving and time management skills

• Proficiency with MS Excel and experience with large data sets and supporting tools/languages, e.g., SQL, Business Objects, Power BI, Tableau, R, Python

• Bachelor's degree required but advanced degree preferred (i.e. MBA or equivalent)