📌 Core Information
🔹 Job Title: Senior Director - Integrated Field Marketing, AMER (New Business & Expansion)
🔹 Company: Freshworks
🔹 Location: San Mateo, California, United States
🔹 Job Type: Full-time, Hybrid (3 days on-site)
🔹 Category: Marketing
🔹 Date Posted: April 25, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site (3 days per week)
🚀 Job Overview
Key aspects of this role include:
- Leading regional execution across multiple sales segments
- Owning both new business acquisition and customer expansion marketing in the Americas
- Designing and executing segment-specific field marketing strategies
- Managing and growing a high-performing team of regional field marketers
- Collaborating with Sales, Partner Marketing, and Growth functions to activate pipeline
ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and experience in B2B marketing to drive full-funnel pipeline growth across diverse go-to-market motions.
📋 Key Responsibilities
✅ Integrate segment-specific field marketing strategies across SMB, Commercial, Mid-Market, and Field, aligned to both new logo acquisition and expansion motions
✅ Support both direct and partner-led GTM across regions and collaborate with multiple sales leaders to align marketing plays to pipeline goals
✅ Manage and grow a high-performing team of regional field marketers, fostering cross-segment collaboration to scale winning plays and share best practices
✅ Drive integrated programs including ABM, field and partner events, webinars, executive roundtables, and digital plays, localized by segment and region
✅ Partner with Customer Success and Sales to identify and execute expansion marketing initiatives, including upsell/cross-sell ABM and product adoption campaigns
✅ Track and optimize segment-level contribution to pipeline, bookings, and revenue across new business and expansion, managing budgets across segments and motions
ASSUMPTION: This role requires a strong understanding of GTM alignment, partner marketing, and ABM strategy, as well as excellent analytical skills and command of attribution models, conversion metrics, and ROI tracking.
🎯 Required Qualifications
Education: Bachelor's degree in Marketing, Business, or a related field (or equivalent experience)
Experience: 15+ years of progressive experience in B2B marketing, with demonstrated success in multi-segment and multi-motion field marketing roles, ideally in SaaS or cloud-based software markets
Required Skills:
- Proven ability to lead integrated marketing programs that span new business and customer growth
- Excellent analytical skills and command of attribution models, conversion metrics, and ROI tracking
- Proficient in Salesforce, Marketo, 6sense, and field/event tools
Preferred Skills:
- Experience in the software industry, specifically in the Americas market
- Fluency in Spanish or another regional language
ASSUMPTION: This role requires a strong track record of collaborating with Sales, Success, and cross-functional Marketing teams, as well as the ability to thrive in a dynamic, fast-paced environment.
💰 Compensation & Benefits
Salary Range: $244,000 - $330,750 USD Base Salary + Variable Compensation
Benefits:
- Multiple options for medical, dental, vision, disability, and life insurance
- Flexible time off (plus paid US holidays), commuter benefits, and wellness benefits
- Adoption and parental leave benefits
Working Hours: Full-time, with an expected 40-hour workweek. This role requires an in-office presence three days per week (Tuesday-Thursday).
ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles in the San Francisco Metro Area. Actual compensation may vary based on factors such as professional background, training, work experience, business needs, and market demand.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically Customer Support Software and Helpdesk solutions
Company Size: 5,001-10,000 employees, providing a large, established environment with ample growth opportunities
Founded: 2010, with a history of steady growth and expansion into new markets
Company Description:
- Freshworks Inc. (NASDAQ: FRSH) builds uncomplicated service software that delivers exceptional customer and employee experiences
- Their enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results
- Over 72,000 companies, including industry leaders like 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
Company Specialties:
- Customer Support Software
- Helpdesk
- Web 2.0
- SaaS
- Support Ticket System
- Web-Based Support Ticket System
- CRM
- ITSM
- Applicant Tracking System
- Conversion Optimization Suite
Company Website: Freshworks
ASSUMPTION: Freshworks is a well-established company with a strong focus on providing exceptional customer and employee experiences through innovative software solutions.
📊 Role Analysis
Career Level: Senior Director, indicating a high-level, strategic position with significant influence and responsibility
Reporting Structure: This role is expected to report directly to the VP of Marketing or a similar executive, with the opportunity to manage and grow a team of regional field marketers
Work Arrangement: Hybrid, with an in-office presence required three days per week (Tuesday-Thursday)
Growth Opportunities:
- Potential to expand the team and take on additional responsibilities as the company grows
- Opportunities to collaborate with cross-functional teams and gain exposure to various aspects of the business
- Chance to work with a diverse range of customers and industries, driving pipeline growth across multiple segments
ASSUMPTION: This role offers significant growth potential, both in terms of team expansion and career advancement within the marketing organization.
🌍 Location & Work Environment
Office Type: Corporate office with a collaborative, dynamic work environment
Office Location(s): 2950 S Delaware St, Suite 201, San Mateo, California 94403, US
Geographic Context:
- The San Francisco Metro Area offers a diverse range of cultural, recreational, and professional opportunities
- The office is located in the heart of the Silicon Valley tech hub, providing ample networking and career growth opportunities
- The region experiences a Mediterranean climate, with mild winters and warm, dry summers
Work Schedule: Full-time, with an expected 40-hour workweek. This role requires an in-office presence three days per week (Tuesday-Thursday).
ASSUMPTION: The San Mateo office provides a vibrant, collaborative work environment with easy access to amenities and transportation options.
💼 Interview & Application Insights
Typical Process:
- Initial phone or video screen with the hiring manager or a member of the HR team
- In-depth behavioral and skills-based interviews with cross-functional stakeholders
- Final interview with the VP of Marketing or another executive
Key Assessment Areas:
- Strategic thinking and problem-solving skills
- Leadership and team management abilities
- Understanding of B2B marketing, GTM alignment, and ABM strategy
- Analytical skills and command of attribution models, conversion metrics, and ROI tracking
Application Tips:
- Tailor your resume and cover letter to highlight your experience in B2B marketing, field marketing, and SaaS or cloud-based software markets
- Be prepared to discuss your experience with integrated marketing programs, pipeline growth, and team management
- Demonstrate your understanding of Freshworks' products and their unique value proposition
ATS Keywords: B2B marketing, field marketing, SaaS, cloud-based software, GTM alignment, ABM strategy, pipeline growth, team management, Freshworks
ASSUMPTION: Freshworks uses an Applicant Tracking System (ATS) to manage their recruitment process, so including relevant keywords in your application materials can help ensure that your resume is properly screened.
🛠️ Tools & Technologies
- Salesforce
- Marketo
- 6sense
- Event tools (e.g., Cvent, Bizzabo, etc.)
ASSUMPTION: Familiarity with these tools and technologies is required for this role, as they are essential for driving integrated marketing programs and tracking performance metrics.
👔 Cultural Fit Considerations
Company Values:
- Customer-centricity
- Integrity
- Perseverance
- Collaboration
- Innovation
Work Style:
- Dynamic, fast-paced environment
- Collaborative, team-oriented culture
- Focus on results and continuous improvement
Self-Assessment Questions:
- How have you successfully led integrated marketing programs that span new business and customer growth in a B2B setting?
- Can you describe a time when you optimized pipeline contribution across multiple segments and motions, and what was the outcome?
- How do you foster a culture of collaboration and knowledge-sharing within your team, and what are some best practices you've implemented?
ASSUMPTION: Freshworks values candidates who align with their core values and can thrive in a dynamic, collaborative work environment.
⚠️ Potential Challenges
- Managing a distributed team across North America and India, with potential time zone and cultural differences
- Balancing multiple priorities and stakeholders across diverse sales segments and motions
- Adapting to a hybrid work arrangement, with an in-office presence required three days per week
- Keeping up with the fast-paced, ever-evolving nature of the software industry
ASSUMPTION: These challenges require strong leadership, communication, and time management skills, as well as the ability to thrive in a dynamic, fast-paced environment.
📈 Similar Roles Comparison
- This role is unique in its focus on both new business acquisition and customer expansion marketing across multiple sales segments
- Compared to other field marketing roles, this position offers a broader scope of responsibilities and the opportunity to drive full-funnel pipeline growth across diverse go-to-market motions
- Career progression in this role could lead to expanded leadership opportunities within the marketing organization or other functions within Freshworks
ASSUMPTION: This role offers a unique blend of strategic leadership, team management, and cross-functional collaboration, setting it apart from other field marketing positions in the industry.
📝 Sample Projects
- Developing and executing a targeted ABM campaign to drive new business acquisition in the Mid-Market segment
- Partnering with Customer Success to create and implement a customer retention and expansion marketing strategy
- Designing and executing a regional event series to drive brand awareness and pipeline growth across multiple sales segments
ASSUMPTION: These sample projects illustrate the strategic, cross-functional, and integrated nature of the marketing programs required for this role.
❓ Key Questions to Ask During Interview
- Can you describe the current state of the field marketing function, and what are the key priorities for this role in the first 90 days?
- How does Freshworks support the growth and development of its marketing team members, and what opportunities exist for professional advancement within the organization?
- What are the key challenges facing the marketing function, and how can this role help address them to drive pipeline growth and customer success?
- How does Freshworks measure the success of its field marketing programs, and what key performance indicators (KPIs) will this role be responsible for tracking and optimizing?
- What is the company's long-term vision for the field marketing function, and how does this role fit into that strategic roadmap?
ASSUMPTION: These questions demonstrate your interest in the role, the company, and the broader marketing organization, and provide valuable insights into the priorities and challenges facing the team.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your experience in B2B marketing, field marketing, and SaaS or cloud-based software markets
- Prepare for behavioral and skills-based interviews by reflecting on your experience with integrated marketing programs, pipeline growth, and team management
- Research Freshworks' products and unique value proposition to demonstrate your understanding of the company and its offerings
- Follow up with the hiring manager or HR team one week after submitting your application to express your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
