Senior Manager, Pipeline Analytics & Operations

| Peninsula | Hybrid
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We are currently looking for high-energy, driven, top talent from Sales, Strategy, Operations or Sales Programs with a deep knowledge of Pipeline, Sales Programs, and BDR/SDR Operations.
The ideal candidate has a creative mind with the ability to act as a trusted adviser and business partner to Sales Development, Sales, and Marketing leaders, while working cross functionally with Revenue Operations, Marketing Operations, Data Science, Product Marketing, Regional Marketing, and Enablement. The ideal candidate must be comfortable with complex data sets, adept at prescribing and prioritizing messaging solutions to meet business problems, and is comfortable presenting to VP+ stakeholders. This role will serve as the gatekeeper for Pipeline Programs, ensuring that programs are rolled out effectively, ROI is measured, and gaps in the business are being prioritized. Additionally this role will have a regional team reporting into them directly supporting BDR Operations in Region.
Be a driver and people leader of transformation in our Go To Market through identification and capture of opportunities to improve the way we do business with our customers.
This position is a people manager role reporting to the Director of Business Forecasting and Insights.
Role & Responsibilities:

  • Act as a trusted adviser and business partner to Sales Development, Sales, and Marketing leaders, while working cross functionally with sales operations, marketing operations, data science, product marketing, regional marketing, our Global Demand Center, and enablement
  • Be comfortable with complex data sets, adept at prescribing and prioritizing messaging solutions to meet business problems, and is comfortable presenting to VP+ stakeholders
  • Establish Pipeline Waterfall Reporting, Pipeline Hygiene metrics, and monitor Pipeline Coverage
  • Oversee Pipeline Program Delivery in the delivery of all pipeline programs aligned to sales methodology, product/skill development, and marketing programs
  • Lead regular performance reviews to stakeholders and sales leadership teams to share effective messaging strategies and ongoing optimization plans
  • Work with regional marketing leads, sales BU leaders, and campaign orchestrators to ensure pipeline programs are appropriately localized according to regional needs
  • Establish best in class BDR Operations Globally
  • Build repeatable BDR and AE workflow enablement strategy to drive front-line productivity and proficiency


Skills & Experience:

  • 8+ years of experience in a senior operations leadership role or roles spanning planning, execution, and analytics in a customer facing organization such as sales, sales development, or enablement
  • Strong Analytics ability with proficiency in tools such as PowerBi, SQL, R, Anaplan
  • Previous SaaS Experience
  • Experienced in inbound and outbound marketing campaigns, predictive analytics and sales automation tools to deliver innovative pipeline programs preferred
  • Operational rigor and track record of cross stakeholder program management and execution
  • Exceptional communication and public speaking skills; assist in developing executive level presentations
  • Bachelor's degree required; MBA preferred


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, our communities and our business.
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 affordable, quick to implement, and designed software for the end-user. More than 50,000 companies -- from startups to public companies -- worldwide use Freshworks software-as-a-service to enable a better customer experience (CX, CRM) and employee experience (ITSM, HRSM).
Headquartered in San Mateo, California, Freshworks has a dedicated team operating from 13 global locations to serve customers, including Bridgestone, Chargebee, DeliveryHero, ITV, Klarna, Multichoice, OfficeMax, TaylorMade and Vice Media.
Freshworks transforms the way world-class organizations collaborate with customers and co-workers. The suite includes Freshdesk (omnichannel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshteam (HR management system).

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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

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!

Lauren

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!

Tylor

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.

Jenny

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.

Girish

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.

Sam

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!)

Culture
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
Diversity
Dedicated diversity and inclusion staff
Highly diverse management team
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
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
401(K)
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 Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
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 Benefits
Lunch and learns
Promote from within
Mentorship program
Continuing education available during work hours

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