Director - Strategic Sales (RVP West) - job 1 of 2

The Director - Strategic Sales (RVP West) at Freshworks will be responsible for leading the sales strategy for the western region of North America, focusing on driving revenue growth through a structured go-to-market approach. This role includes managing and mentoring a team of Account Executives, executing complex sales cycles with key executives, and developing aggressive customer acquisition strategies. The director will also report on market conditions and team performance regularly, ensuring that sales targets are consistently met.

To qualify for the Director - Strategic Sales (RVP West) position at Freshworks, candidates should have a minimum of 10 years of proven experience in enterprise or strategic software sales, alongside 5 to 7 years of leadership experience managing quota-carrying sales professionals. A deep understanding of the CX, ITSM, and CRM industries is essential, along with a relevant four-year degree or equivalent experience. Strong interpersonal skills and executive presence are crucial for engaging with high-level clients.

As the Director - Strategic Sales (RVP West) at Freshworks, your primary contribution to revenue growth will be through the implementation of an aggressive customer acquisition strategy, identifying new opportunities, and closing large accounts. By building and leading a high-performing team of Account Executives, you will ensure the successful execution of complex sales cycles while fostering an environment that promotes exceeding sales quotas and maximizing pipeline opportunities.

The role of Director - Strategic Sales (RVP West) at Freshworks entails travel to various company, customer, and partner events as part of the sales efforts. This travel will support client relationships and expand the reach of Freshworks in the market, ultimately driving business opportunities and fostering partnerships across the region.

The annual base salary range for the Director - Strategic Sales (RVP West) position at Freshworks is between $170,600 and $245,180 USD. Compensation may vary based on location, experience, job-related skills, and level of responsibility. Additionally, there may be bonus or equity opportunities alongside a comprehensive benefits package.

In preparing for this question, reflect on your past leadership roles where you guided sales teams. Outline specific strategies you implemented to motivate your team and achieve sales targets, such as training initiatives, regular team meetings, or mentorship programs. Highlight your approach to performance metrics and how you adjusted tactics based on team performance.

When answering this question, discuss your methodology for managing longer sales cycles, such as identifying key stakeholders early on, tailoring your pitch to their specific needs, and maintaining communication throughout the process. Emphasize your ability to navigate obstacles and keep the sales process moving forward.

In your response, share specific frameworks or tools you use to set customer acquisition goals. Discuss how market analysis, competitive research, and previous sales data influence your objectives. Also, detail the importance of aligning these goals with your team’s capabilities and how you communicate them effectively.

Address this question by outlining the key characteristics and skills you look for in potential candidates. Emphasize the importance of culture fit, adaptability, and proven sales success. Discuss your interview techniques or assessments that help you gauge a candidate’s potential for exceeding sales quotas.

When discussing a turnaround experience, focus on the specific challenges faced with the previous strategy and the steps you took to address them. Highlight how you analyzed performance metrics, sought team input, and implemented changes that ultimately led to increased sales figures.

In your response, mention notable trends such as the rising importance of customer experience, AI integration in sales processes, or the shift towards subscription-based services. Explain how these trends influence how you adjust your sales strategies to remain competitive and meet customer needs.

When answering, emphasize the significant practices you implement to encourage accountability, such as setting clear expectations, regular performance reviews, and offering constructive feedback. Discuss how you celebrate successes and use data-driven insights to motivate team members toward their personal and team goals.

Discuss the importance of data analytics in your sales approach, from tracking customer interactions to measuring sales performance against targets. Explain how you use data to inform your decision-making, identify opportunities for growth, and adjust your strategies for optimal results.

Emphasize your approach to accessing and engaging with C-level executives, focusing on building trust and delivering value. Share tactics such as personalized outreach, articulating the business impact of solutions, and understanding their broader strategic goals to foster meaningful conversations.

In your response, discuss your strategies for instilling discipline regarding CRM use and adherence to sales processes. Speak about the importance of consistent training, regular check-ins, and creating a supportive environment where team members understand the value of accurate data management and follow-through.