Commercial Sales Director

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.

Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.

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

Job Description

Freshworks is seeking an experienced Commercial Sales Director to lead a team of Commercial Account Executives driving new business revenue within our Commercial customer segment (250-500 employees).

Reporting directly to Mark Ripley, VP of Sales of Mid-Market and Commercial, this leader will manage a team of individual contributor sales representatives, with direct responsibility for day-to-day execution, coaching, and performance against pipeline conversion, forecast accuracy, and revenue targets.

This is a front-line sales leadership position requiring someone who has directly managed and developed individual contributor reps in a SaaS sales environment, and who thrives in a hands-on, in-the-field coaching role.

The ideal candidate combines strong sales fundamentals with hands-on coaching ability. They can set clear expectations, develop AEs’ skills, manage day-to-day execution, and partner across the organization to help the Commercial segment scale.

What You'll Do

• Lead, coach, and develop a team of Commercial Account Executives, establishing a high bar for performance, accountability, and execution.
• Execute Freshworks’ Commercial sales strategy within your team, aligned with broader North America and company growth objectives.
• Own revenue performance for your team, including pipeline generation, forecasting, deal execution, productivity, and quota attainment.
• Actively participate in and support deals including joining customer calls, reviewing proposals, and helping reps navigate objections and close business.
• Establish strong pipeline inspection and forecasting discipline within your team, providing clear and accurate visibility into performance, risks, and opportunities.
• Recruit, hire, onboard, and retain top sales talent as your team grows.
• Partner closely with Marketing, Solution Engineering, Customer Success, Revenue Operations, and other functions to support your team’s execution.
• Drive consistent use of sales process, methodology, and tools (e.g., Salesforce) across the team.
• Provide ongoing coaching and skill development to reps at all experience levels, from ramping new hires to seasoned individual contributors.
• Foster a positive, high-energy team culture that supports collaboration, accountability, and growth.
• Represent your team within the broader Commercial sales leadership organization and contribute to territory planning, headcount planning, and go-to-market execution.