📌 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 23, 2025
🔹 Experience Level: 15+ years
🔹 Remote Status: On-site (3 days per week)
🚀 Job Overview
Key aspects of this role include:
- Leading regional execution across multiple sales segments (SMB, Commercial, Mid-Market, and Field)
- 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 cross-functional teams to drive full-funnel pipeline growth
ASSUMPTION: This role requires a strategic leader with experience in multi-segment and multi-motion field marketing to drive success across diverse go-to-market motions and segments.
📋 Key Responsibilities
✅ Integrate and execute 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
✅ Design 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, with a proven track record of collaborating with Sales, Success, and cross-functional Marketing teams.
🎯 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
Required Skills:
- Proven ability to lead integrated marketing programs that span new business and customer growth
- Deep understanding of GTM alignment, partner marketing, and ABM strategy
- 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 SaaS or cloud-based software markets, ideally serving Commercial and Mid-Market customers
ASSUMPTION: Candidates should have a strong background in B2B marketing and a proven track record in field marketing roles to excel in this position.
💰 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 based on market research and industry standards for similar roles in the San Francisco Metro Area.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically Customer Support Software and Helpdesk solutions
Company Size: 5,001-10,000 employees, which means a large, established organization with extensive resources and opportunities for growth
Founded: 2010, with a history of growth and expansion in the customer experience and employee experience software market
Company Description:
- Freshworks provides people-first AI service software to deliver exceptional customer and employee experiences
- Over 72,000 companies, including major brands like Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks' CX and EX software
- Freshworks is committed to providing equal opportunity for all employees, fostering a diverse and inclusive workplace
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 in the software development industry, with a strong focus on customer and employee experience solutions.
📊 Role Analysis
Career Level: Senior Director, indicating a high-level leadership role with significant strategic responsibilities
Reporting Structure: This role is expected to manage and grow a high-performing team of regional field marketers, with potential for further team expansion
Work Arrangement: Hybrid, with an in-office presence required three days per week (Tuesday-Thursday)
Growth Opportunities:
- Potential to expand the team and grow into a broader leadership role within the organization
- Opportunities to collaborate with cross-functional teams and influence the company's go-to-market strategy
- Chance to work with major enterprise clients and drive significant business impact
ASSUMPTION: This role offers substantial growth opportunities for the right candidate, with the potential to make a significant impact on the company's success.
🌍 Location & Work Environment
Office Type: Corporate office environment, with a hybrid work arrangement
Office Location(s): San Mateo, California, United States
Geographic Context:
- San Mateo is located in the San Francisco Bay Area, offering a mix of urban and suburban living
- The area is known for its vibrant tech industry, with numerous companies headquartered nearby
- San Mateo offers a variety of cultural attractions, outdoor activities, and dining options
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 location provides a convenient base for working with the company's regional teams and clients across the Americas.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-depth interviews with cross-functional stakeholders
- Final interview with the senior leadership team
Key Assessment Areas:
- Strategic thinking and planning for field marketing programs
- Collaboration and communication skills, particularly with cross-functional teams
- Analytical skills and data-driven decision-making
- Leadership and team management abilities
Application Tips:
- Highlight your experience in multi-segment and multi-motion field marketing, with a focus on driving full-funnel pipeline growth
- Tailor your resume and cover letter to emphasize your relevant skills and accomplishments
- Prepare examples of your past marketing campaigns and their outcomes to discuss during interviews
- Research Freshworks' company culture and values to demonstrate your alignment with the organization
ATS Keywords: B2B Marketing, Field Marketing, SaaS, Cloud-Based Software, GTM Alignment, Partner Marketing, ABM Strategy, Sales Collaboration, Analytical Skills, Attribution Models, Conversion Metrics, ROI Tracking, Salesforce, Marketo, 6sense, Event Tools
ASSUMPTION: Freshworks uses an Applicant Tracking System (ATS) to manage and review job applications, so including relevant keywords in your resume can improve your chances of being noticed by the hiring team.
🛠️ Tools & Technologies
- Salesforce
- Marketo
- 6sense
- Field/Event tools (e.g., Eventbrite, Cvent)
ASSUMPTION: Familiarity with these tools and technologies is essential for success in this role, as they are used to manage and execute field marketing programs.
👔 Cultural Fit Considerations
Company Values:
- Customer-centricity
- Integrity
- Perseverance
- Collaboration
- Innovation
Work Style:
- Data-driven and analytical
- Strategic and forward-thinking
- Collaborative and team-oriented
- Adaptable and responsive to change
Self-Assessment Questions:
- How have you demonstrated customer-centricity in your past marketing roles?
- Can you provide an example of a time when you had to persevere through challenges to achieve your marketing goals?
- How do you approach collaboration and knowledge-sharing with cross-functional teams?
ASSUMPTION: Freshworks values a strong cultural fit with their employees, so applicants should be prepared to demonstrate their alignment with the company's values and work style.
⚠️ Potential Challenges
- Managing a distributed team across North America and India, requiring strong communication and time management skills
- Balancing the needs of multiple sales segments and motions, with varying priorities and goals
- Adapting to the hybrid work arrangement, with an in-office presence required three days per week
- Keeping up with the fast-paced and ever-evolving marketing technology landscape
ASSUMPTION: These challenges require a proactive and adaptable approach, with a strong focus on communication, time management, and continuous learning.
📈 Similar Roles Comparison
- This role is unique in its focus on both new business acquisition and customer expansion marketing, requiring a broad strategic perspective
- Compared to other field marketing roles, this position offers a higher level of responsibility and influence over the company's go-to-market strategy
- Career progression in this role could lead to broader leadership opportunities within the marketing organization or beyond
ASSUMPTION: This role offers a unique opportunity for experienced field marketers to make a significant impact on the company's success and drive their own career growth.
📝 Sample Projects
- Developing and executing a multi-channel campaign to drive new business acquisition in the Mid-Market segment
- Collaborating with Customer Success to create an upsell/cross-sell ABM campaign for existing customers
- Designing and executing a regional event series to drive pipeline growth and customer engagement
ASSUMPTION: These sample projects illustrate the breadth and depth of responsibilities in this role, requiring strategic thinking, collaboration, and execution skills.
❓ Key Questions to Ask During Interview
- How does this role fit into the company's overall marketing strategy and roadmap?
- What are the key priorities for the first 90 days in this role?
- How does the company support the professional development and growth of its marketing team members?
- What are the most significant challenges facing the marketing organization in the next 12-24 months, and how can this role help address them?
- How does the company measure the success of its field marketing programs, and what are the key performance indicators (KPIs) for this role?
ASSUMPTION: Asking thoughtful and insightful questions during the interview process demonstrates your interest in the role and helps you make an informed decision about the opportunity.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Prepare examples of your past marketing campaigns and their outcomes to discuss during interviews
- Research Freshworks' company culture and values to demonstrate your alignment with the organization
- Follow up with the hiring manager one week after submitting your application to express your interest in the opportunity
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
