Senior Manager - Business Development

Many teams struggle with technology that slows them down. Freshworks uncomplicates work with simple, powerful, and intuitive solutions trusted by 72,000+ organizations, including Bridgestone, Sony Music, and S&P Global, to create exceptional customer (CX) and employee (EX) experiences. With more than 4,500 colleagues worldwide, we’re showing that enterprise software can be easy to use, quick to deliver value, and built for people.

At Freshworks, you’ll be part of a global team leading the charge in sales efficiency, where we value collaboration, curiosity, and impact. Together, we’ll create growth: for our customers, our company, and for you.

Job Description

Role Description: The AI-Powered Pipeline Architect

We’re looking for a strategic, hands-on Senior Manager - Business Development to take our UKI Business Development team to the next level. This is a crucial role for a leader passionate about leveraging Artificial Intelligence and Machine Learning to build a modern, hyper-efficient pipeline.

While leading our team of BDRs & SDRs, you’ll play a pivotal role in shaping our go-to-market strategy by operationalizing cutting-edge technology. You will combine GenAI-powered personalization, predictive scoring, and deep buyer intent insights to ensure your team connects with the right prospects at the perfect moment, driving high-quality, scalable pipeline generation.

What You’ll Do

• Operationalize AI & Drive Results: Lead, mentor, and scale a high-performing team of BDRs & SDRs. Crucially, you will be responsible for the successful adoption and optimization of AI/ML tools across the entire BDR workflow to maximize lead-to-opportunity conversion and achieve regional targets.

• Design & Execute AI-Driven Playbooks: Implement and rapidly evolve outbound strategies by leveraging predictive lead scoring and sophisticated buyer intent signals. You will move the team beyond static scripts by creating dynamic, data-backed playbooks that guide reps on what to say and when to say it, enhancing overall sales efficiency.

• Leverage Algorithmic Insight: Move beyond basic reporting. Use AI-driven trend analysis and predictive forecasting models to spot systemic pipeline gaps, forecast accurately, and take fast, decisive action. You will bring a deeply strategic, data-centric voice to leadership conversations.

• Coach with Conversation Intelligence: Partner cross-functionally (Sales, Marketing, RevOps, and Enablement) to align pipeline generation with company goals. You will use AI-powered conversation intelligence tools to provide objective, scalable coaching focused on messaging quality, objection handling, and maximizing conversion rates, building future sales leaders from the ground up.

• Recruit for the Future: Own hiring, onboarding, and team culture, specifically recruiting individuals who are AI-literate, adaptive, and eager to experiment with new technologies to drive results.

Qualifications

What We’re Looking For

• Experience that counts: 5+ years managing a Business Development or Sales team, including 3+ years managing top-performing BDR/SDR teams with proven success exceeding pipeline targets in fast-paced, high-growth SaaS environments.

• AI-Driven Strategic Mindset: You are highly analytical and possess an algorithmic thinking approach to sales. You can quickly adapt to new generative AI and automation technologies and integrate them into daily operations.

• Modern Revenue Architect: Deep, practical knowledge of modern outbound strategies, specifically how to deploy GenAI for personalized messaging at scale and how to operationalize predictive scoring and buyer intent data.

• Deep Tech Stack Domain Knowledge: Expert familiarity with Salesforce, Outreach/Salesloft, and core prospecting tools. Proven experience deploying, optimizing, or integrating specific AI/ML tools is mandatory, such as Conversation Intelligence (e.g., Gong, Chorus), Generative AI platforms, and Predictive Analytics engines.

• A Coach for the Digital Age: Passion for developing talent and creating an inclusive, high-performance culture. A coach who uses data and technology to objectively measure and improve human performance.

Additional Information

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.

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.