Senior Director - Business Development

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

The AI-Powered International Pipeline Architect

We're seeking a strategic, visionary Senior Director of International Business Development to lead our International BDR organisation. This is a crucial, high-impact role for a proven leader passionate about leveraging Artificial Intelligence and Machine Learning to build a modern, hyper-efficient pipeline across diverse international markets.

You will be responsible for defining and executing the international go-to-market strategy for our Business Development teams. You will operationalize cutting-edge technology, combining GenAI-powered personalization, predictive scoring, and deep buyer intent insights to ensure your teams connect with the right prospects at the perfect moment, driving high-quality, scalable pipeline generation on a International scale.

What You'll Do

• Define & Execute International Strategy: Lead, mentor, and scale a high-performing international team of BDRs & SDRs. You will be responsible for defining the International strategy for pipeline generation, ensuring the successful adoption and optimization of AI/ML tools across all BDR workflows to maximize lead-to-opportunity conversion and achieve ambitious international targets.
• Operationalize AI at Scale: Implement and rapidly evolve outbound strategies by leveraging predictive lead scoring and sophisticated buyer intent signals across multiple regions. You will lead 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 Internationally.
• 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 to drive business outcomes. You will bring a deeply strategic, data-centric voice to the executive leadership team.
• Drive Cross-Functional Alignment: Partner cross-functionally with Sales, Marketing, RevOps, and Enablement to align International 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.

Innovate & Lead: Own the hiring, onboarding, and culture for a diverse international team. You will recruit and develop individuals who are AI-literate, adaptive, and eager to experiment with new technologies to drive results. You will foster a culture of innovation and continuous improvement.

Qualifications

What We're Looking For

• Experience That Counts: 10+ years of experience in sales and business development, with 5+ years managing top-performing international BDR/SDR teams. Proven success in exceeding pipeline targets in fast-paced, high-growth SaaS environments is essential.
• 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 at an International scale.
• 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 across diverse markets.
• 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 International Leader: Passion for developing talent and creating an inclusive, high-performance culture across different regions. A leader who uses data and technology to objectively measure and improve human performance on an International scale.

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.