Director, Deals Desk

About Freshworks

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.

Please note: this role will be based in San Mateo, CA, or Bellevue, WA, and requires an in-office presence.

As Director - Deals Desk, you will be a key member of the Finance team, directly contributing to the growth of our business by partnering with key cross-functional team members to build processes, business systems, and infrastructure to help scale our organization to the next level. This is a pivotal role that will support the US and EU Deals Desk team, which is one of the teams included in the Company’s Business Desk function. This is a full-time position reporting to the Sr. Director of Revenue Accounting & Deals Desk.

Responsibilities

• Lead the strategic direction and execution of all aspects of deals, with a primary focus on US and EU deals.
• Streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, automated exception alerting and communications.
• Develop, nurture, and reinforce partnerships across our Sales, Legal and Finance teams, serving as subject matter expert on all things related to Business Desk.
• Partner with key members of the Go-To-Market (GTM) team on best practices related to deal management, and contract structuring.
• Apply your knowledge, skills and subject matter expertise to streamline the overall quote-to-order process and implement best practices.
• Minimize processing cycle times while optimizing annual recurring revenue (ARR) based on business priorities and deal structures.
• Use business intelligence and leverage data to understand what's working and what's not, reporting on trends, risks, and areas for the business to improve on.
• Continue to develop the Business Desk function by leading or collaborating on projects (creating dashboards, analytics, and various performance metrics).
• Demonstrate ability to influence and work collaboratively at all levels of the company, be comfortable advising senior management on key deals to support the business.
• Manage and ensure compliance with internal controls throughout the related process and for all related functions.
• Provide deal leadership related to month-end and quarter-end close deliverables.

• Bachelor’s degree in Finance or Business Administration or a related field.
• 8+ years of successfully supporting a Deals Desk/Business Desk function in the SaaS industry.
• Knowledge and skills typically associated with leading a Deals Desk/Business Desk including, structuring, negotiating, and pricing in SaaS organizations.
• Strong SaaS revenue recognition experience and other quote-to-cash principles.
• Excellent communication skills with the upper management, and other internal functions.
• Proven success partnering with Go-To-Market Teams and other cross-functional departments.
• Highly organized, customer-focused, innovative, and a strong attention to details.
• Ability to multitask and prioritize at times of high volume during the end of month and quarter.
• Ability to successfully manage conflicting viewpoints. professionally and respectfully, all while providing solutions.
• Experience working in both startups and public companies with high growth.

California Pay Range: $208,000 - $275,000+ comprising an annual salary & incentive compensation: You may also be eligible for equity and additional generous company benefits.

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

Summary of Freshworks Benefits:
Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. 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.