Freshworks · 3 weeks ago
Director, Strategic Business Development
San Mateo, CA
Full-time
Hybrid
Director/Executive
$215K/yr - $290K/yr
8+ years expFreshworks is a company that builds uncomplicated service software to enhance customer and employee experiences. The Director of Strategic Business Development will lead the development and execution of technology partner strategies, focusing on transformative ISV partnerships that drive product innovation and revenue growth.
CRMInformation ServicesInformation TechnologySaaSSoftware
Responsibilities
Lead strategic business development initiatives across the ISV ecosystem, targeting high-value categories (AI, automation, cloud, collaboration, etc.)
Define and execute a multi-year ISV partner strategy aligned with product and GTM priorities
Build, manage, and prioritize a pipeline of high-impact ISV partnership opportunities
Own the full deal lifecycle — from opportunity identification and qualification to proposal development, executive alignment, negotiation, and close
Structure and negotiate complex commercial agreements, including integrations, co-sell, OEM, and joint solution partnerships
Build data-driven business cases that quantify revenue impact, product differentiation, and customer value
Conduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem strategy
Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals
Collaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions
Develop scalable onboarding, enablement, and performance tracking processes for ISV partners
Define success metrics and regularly report ecosystem performance and partner impact to executive leadership
Qualification
Required
8-10+ years in Strategic Business Development, Partnerships, Corporate Strategy, or Corporate Development, ideally within B2B SaaS
Proven success sourcing, negotiating, and closing complex partnerships with ISVs, OEMs, or enterprise technology providers
Deep understanding of joint GTM execution, co-sell motions, and ecosystem-driven growth strategies
Strong financial modeling and strategic planning skills; able to build compelling business cases and ROI frameworks
Experience aligning and influencing executive-level stakeholders across multiple functions
Strategic thinker with excellent analytical rigor and operational discipline
Exceptional communication, storytelling, and relationship-building skills
Bachelor's degree required; MBA or experience in consulting, investment banking, or corporate strategy preferred
Willingness to travel up to 25%, including international
Preferred
MBA or experience in consulting, investment banking, or corporate strategy
Benefits
Freshworks offers multiple options for dental, medical, vision, disability and life insurances.
Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered.
Freshworks also offers adoption and parental leave benefits.
Company
Freshworks
Freshworks is building and delivering online cloud-based software-as-a-service that provides helpdesk support with automation solutions.
1001-5000 employees
H1B Sponsorship
Freshworks has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (22)
2024 (23)
2023 (7)
2022 (11)
2021 (10)
2020 (4)
Funding
Current Stage
Public CompanyTotal Funding
$484MKey Investors
Steadview CapitalPeak XV PartnersTiger Global Management
2021-09-21IPO
2020-01-01Secondary Market· $85M
2019-11-04Series H· $150M
Leadership Team
Dennis Woodside
CEO, President
Shan Krishnasamy
Co-founder and CTO
Recent News
2026-01-08
2026-01-07
Hindu Business Line
2026-01-07
Company data provided by crunchbase