Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

Job Description

Freshworks is seeking a highly skilled Senior Manager for its GTM Tooling team to manage our GTM tech stack, with a strong focus on Sales tools. This role will be pivotal in driving commercial decision-making and optimizing sales processes across both Enterprise and SMB segments. Acting as the bridge between IT, Sales, and RevOps, the Senior Manager will ensure end-to-end accountability, alignment with business goals, and ROI in SalesTech strategies and integrations.

Key Responsibilities:

Integrations & Partnerships:

• Develop and implement integration strategies for third-party tools, ensuring seamless alignment with Salesforce to enhance overall sales productivity.
• Collaborate with vendors to manage and evolve integrations, setting clear timelines and KPIs.

Sales Process Optimization:

• Partner closely with Sales, IT, and RevOps to analyze, recommend, and drive end-to-end sales processes with a focus on best practices and ROI.
• Serve as a tie-breaker on commercial decisions to align business teams on CRM priorities and desired outcomes.

Stakeholder Management & Accountability:

• Act as the intermediary between IT (PMO responsibilities), Revenue Enablement, and the Sales organization, synthesizing decisions and outcomes for mutual accountability.
• Engage stakeholders across departments to align on CRM functionality, timelines, and GTM goals.

Drive ROI and Strategic Development:

• Continuously assess and communicate the value and ROI of Salesforce and related tooling investments.
• Develop and refine strategies for CRM and sales tooling enhancements, creating a roadmap for future improvements and scalability.

Tool Management & Operations:

• Own the overall management and operations of key third-party sales tools.
• Oversee daily administration, troubleshooting, and maintenance of tools; manage user access, permissions, and training for various integrated sales applications.
• Monitor tool performance, identify issues, and implement solutions to ensure optimal functionality.
• Develop and maintain documentation for tool usage, processes, and configurations.

Please note this is a hybrid role with onsite expectations of 3x/ week (Tues - Thurs) from our San Mateo, CA headquarters.

Qualifications

• 8+ years of experience in CRM and SalesTech management, with strong expertise in Salesforce.
• Deep understanding of sales processes, CRM, and sales automation in both enterprise and SMB contexts.
• Proven experience managing and integrating third-party tools (e.g., Outreach, ZoomInfo, LinkedIn Sales Navigator, Seismic) with Salesforce.
• Demonstrated ability to influence and align cross-functional teams, with a strong track record of delivering high-ROI CRM projects.
• Exceptional organizational, communication, and problem-solving skills.
• Strategic thinker with the ability to synthesize complex information and make data-driven decisions.

Additional Information

This role is based in the San Francisco Bay Area, and the expected base salary range for this position is as shown below. The actual base pay is dependent upon a variety of job-related factors such as professional background, training, work experience, business needs and market demand. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This pay range is subject to change and may be modified in the future. This role is also eligible for a target bonus.

Compensation Package

$182,600 - $262,000 Base Salary

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.

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.