Director, GTM Strategy & Operations

The Director, GTM Strategy & Operations at Freshworks is responsible for leading cross-functional initiatives that support global GTM strategies. This includes designing and executing GTM initiatives, managing stakeholder communications, analyzing the impact of business initiatives, and creating executive-level presentations. The role emphasizes optimizing revenue generation and improving customer retention through collaboration with various teams across the organization.

Candidates for the Director, GTM Strategy & Operations role at Freshworks should ideally possess over 10 years of experience in a fast-growing tech startup, B2B SaaS, or eCommerce environments. An MBA from a top-tier institution with analytics experience is preferred, or a bachelor's degree coupled with relevant experience. A proven track record in managing complex projects involving multiple stakeholders and a passion for technology are critical for success in this role.

To succeed as the Director, GTM Strategy & Operations at Freshworks, one must possess strong project management and organizational skills while being comfortable with ambiguity. An analytical mindset for data interpretation and decision-making is crucial. The ability to collaborate effectively with globally distributed teams, along with excellent interpersonal skills to drive consensus among stakeholders, is also highly valued.

Freshworks offers a competitive benefits package for the Director, GTM Strategy & Operations role, which includes multiple health insurance options (dental, medical, vision), flexible PTO, equity opportunities, and various wellness benefits. Additional perks include commuter benefits and parental leave, emphasizing Freshworks' commitment to diverse and inclusive workplace practices.

At Freshworks, the culture is vibrant, collaborative, and inclusive. As a Director, GTM Strategy & Operations, you can expect to work in an environment that values diverse perspectives and encourages personal and professional growth. The company prioritizes the creation of a workplace that allows everyone to realize their potential and passions, making it an inspiring place to contribute and thrive.

When asked about your GTM strategy experience, highlight specific examples where you've developed and executed successful GTM plans. Discuss the steps you took, the data you analyzed, and how you adjusted strategies based on results. This showcases your analytical skills and understanding of the GTM process.

Explain your approach to managing stakeholder communication. Detail how you keep various parties informed through updates, presentations, and regular check-ins. Emphasize your method for ensuring alignment and addressing any concerns swiftly, which reflects your collaborative and organizational skills.

Discuss the key metrics you track, such as customer acquisition cost, customer lifetime value, and revenue growth. Explain why these metrics are essential and how they inform decision-making in your GTM strategy. This demonstrates your analytical mindset and ability to focus on results.

When answering this question, provide a specific example of a challenging project involving multiple stakeholders. Discuss your role, the steps you took to address challenges, and the outcomes. This will illustrate your project management abilities and problem-solving skills.

Share your methodology for data analysis, including tools and techniques you commonly use. Highlight an instance where data insights led you to make a significant decision that positively impacted the business. This showcases your analytical skills and practical application of data-driven insights.

Discuss your experience in preparing presentations for senior leadership, including your approach to distilling complex information into actionable insights. Mention how you tailor your messages to the audience and gather feedback to refine your presentations. This indicates your communication skills and understanding of leadership dynamics.

Convey your strategies for keeping up with industry trends, such as following key publications, attending webinars, and networking with industry experts. This highlights your commitment to continuous learning and staying relevant in the rapidly evolving tech landscape.

Provide a detailed example of a business issue you encountered, how you identified it through data analysis or stakeholder feedback, and the steps you took to implement a solution. This shows your critical thinking and proactive problem-solving abilities.

Discuss your experience collaborating with teams across different geographies, focusing on the tools and communication methods you use to facilitate collaboration. Mention any strategies that help overcome challenges related to time zone differences or cultural nuances, highlighting your adaptability.

Share your personal motivation for working in technology and GTM operations. Discuss how technology can solve real-world problems and your drive to be part of that transformation. This personal touch demonstrates your enthusiasm and alignment with Freshworks’ mission.