Director, Strategic Business Development

About the Role

Were seeking a strategic entrepreneurial Director of Strategic Business Development to join our ISV Partnerships this high-impact role you will lead the development and execution of our technology partner strategy across AI automation cloud collaboration and more.

You will identify shape and close transformative ISV partnerships that accelerate product innovation expand our GTM footprint and fuel long-term revenue growth. This role blends corporate strategy business development and deal execution offering a unique opportunity to build and scale a modern partner ecosystem within a fast-paced B2B SaaS environment.

What Youll Do

• 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.

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

Qualifications :

Additional Information :

The annual base salary range for this position is $215000 - $270000. This role is also eligible for a target bonus.

Compensation is based on a variety of factors including but not limited to location experience job-related skills and level. Bonus / equity may be available.

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 have fostered an environment that enables everyone to find their true potential purpose and passion welcoming colleagues of all backgrounds genders sexual orientations religions and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant richer environment that boosts the goals of our employees communities and business. Fresh vision. Real impact. Come build it with us.

Remote Work : No

Employment Type : Full-time

Key Skills

Business Development,Sales Experience,Direct Sales,B2B Sales,Marketing,Sales Pipeline,Salesforce,Strategic Planning,Enterprise Sales,negotiation,Lead Generation,Contracts

Experience : years

Vacancy : 1