📌 Core Information
🔹 Job Title: Senior Director - Integrated Field Marketing, AMER (New Business & Expansion)
🔹 Company: Freshworks
🔹 Location: Bellevue, WA, USA & San Mateo, CA, USA
🔹 Job Type: Full-time, Hybrid (3 days on-site)
🔹 Category: Marketing
🔹 Date Posted: 2025-04-23
🔹 Experience Level: 15+ years
🔹 Remote Status: On-site (3 days per week)
🚀 Job Overview
Key aspects of this role include:
- Leading regional field marketing teams across multiple sales segments
- Driving new business acquisition and customer expansion marketing in the Americas
- Designing and executing integrated field marketing strategies
- Collaborating with cross-functional teams to align marketing plays with pipeline goals
- Optimizing segment-level contribution to pipeline, bookings, and revenue
ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and a deep understanding of B2B marketing to drive full-funnel pipeline growth across diverse sales segments.
📋 Key Responsibilities
✅ Lead integrated field marketing strategies across SMB, Commercial, Mid-Market, and Field segments, aligning to both new logo acquisition and expansion motions
✅ Support direct and partner-led go-to-market strategies across regions, collaborating with multiple sales leaders
✅ Manage and grow a high-performing team of regional field marketers, fostering cross-segment collaboration
✅ Design and execute multi-channel 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
✅ Manage budgets across segments and motions, optimizing return on marketing investment
ASSUMPTION: This role involves a high degree of cross-functional collaboration, requiring strong communication and project management skills to execute integrated marketing strategies effectively.
🎯 Required Qualifications
Education: Bachelor's degree in Marketing, Business, or a related field (MBA preferred)
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 spanning 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
- Experience in SaaS or cloud-based software markets, ideally serving Commercial and Mid-Market customers
Preferred Skills:
- Experience in a similar role within the software industry
- Fluency in Spanish or another language relevant to the Americas market
ASSUMPTION: Candidates with experience in SaaS or cloud-based software markets and a strong track record of collaborating with cross-functional teams will be most successful in this role.
💰 Compensation & Benefits
Salary Range: $244,000 - $330,750 USD Base Salary + Variable Compensation (Actual pay is dependent upon various job-related factors)
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 and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically customer support software and helpdesk solutions
Company Size: 5,001-10,000 employees, offering a large, established environment with ample growth opportunities
Founded: 2010, with a history of steady growth and expansion into new markets
Company Description:
- Freshworks provides people-first AI service software to deliver exceptional customer and employee experiences
- Offers a range of products, including customer support software, helpdesk, web 2.0, SaaS, support ticket system, web-based support ticket system, CRM, ITSM, applicant tracking system, and conversion optimization suite
- Serves over 72,000 companies worldwide, including prominent brands like Bridgestone, New Balance, Nucor, S&P Global, and Sony Music
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: https://bit.ly/4a8TPSV
ASSUMPTION: Freshworks' extensive client base and broad product offerings indicate a strong market presence and potential for career growth within the company.
📊 Role Analysis
Career Level: Senior Director, indicating a high-level, strategic position with significant influence on the company's marketing efforts
Reporting Structure: This role will likely report directly to the Chief Marketing Officer (CMO) or another senior marketing executive, with the opportunity to manage and mentor a team of regional field marketers
Work Arrangement: Hybrid, with an expected in-office presence three days per week (Tuesday-Thursday), allowing for a balance between collaboration and remote work
Growth Opportunities:
- Potential to advance to a VP or C-level marketing role within the company
- Opportunities to expand the team and take on additional responsibilities as the company grows
- Chance to gain experience in a global role, working with teams across North America and India
ASSUMPTION: This role offers significant growth potential, both within the marketing department and across the broader organization, as Freshworks continues to expand its customer base and product offerings.
🌍 Location & Work Environment
Office Type: Hybrid, with an expected in-office presence three days per week (Tuesday-Thursday)
Office Location(s): Bellevue, WA, USA & San Mateo, CA, USA
Geographic Context:
- Bellevue, WA: A thriving tech hub with a high concentration of software and technology companies, offering ample networking opportunities and a vibrant professional community
- San Mateo, CA: A suburban city near San Francisco, providing easy access to the Bay Area's tech industry and a diverse range of cultural and recreational activities
Work Schedule: Full-time, with an expected 40-hour workweek. This role requires an in-office presence three days per week (Tuesday-Thursday), with the remaining days worked remotely.
ASSUMPTION: The hybrid work arrangement offers a balance between in-person collaboration and remote flexibility, allowing employees to maintain a healthy work-life balance while still benefiting from the energy and creativity of a dynamic office environment.
💼 Interview & Application Insights
Typical Process:
- Initial phone or video screen to assess cultural fit and basic qualifications
- In-depth behavioral and situational interviews to evaluate problem-solving skills and strategic thinking
- Final interview with the hiring manager or a panel of stakeholders to discuss the role's fit with the candidate's career goals and expectations
Key Assessment Areas:
- Strategic thinking and planning
- Leadership and team management skills
- Cross-functional collaboration and communication
- Analytical skills and data-driven decision-making
- Industry knowledge and market trends
Application Tips:
- Tailor your resume and cover letter to highlight your experience in B2B marketing, field marketing, and SaaS or cloud-based software markets
- Demonstrate your understanding of Freshworks' products and market position in your application materials
- Prepare examples of your past successes in driving full-funnel pipeline growth and optimizing marketing ROI
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, Field/Event Tools
ASSUMPTION: Applicants should focus on demonstrating their strategic thinking, leadership skills, and relevant industry experience to successfully navigate the interview process for this role.
🛠️ Tools & Technologies
- Salesforce
- Marketo
- 6sense
- Field/Event Tools (e.g., Cvent, Eventbrite, etc.)
ASSUMPTION: Proficiency in these tools is essential for success in this role, as they are integral to executing integrated marketing strategies and tracking performance metrics.
👔 Cultural Fit Considerations
Company Values:
- Customer-centricity
- Integrity and transparency
- Continuous learning and improvement
- Collaboration and teamwork
- Fun and passion for what we do
Work Style:
- Strategic and data-driven decision-making
- Cross-functional collaboration and communication
- Results-oriented and actionable
- Adaptable and resilient in the face of change
Self-Assessment Questions:
- How do you align marketing strategies with diverse sales segments and motions to drive full-funnel pipeline growth?
- Can you provide an example of a time when you successfully managed a team through a significant organizational change or market disruption?
- How do you approach continuous learning and improvement in your marketing strategies, and how have you applied this in previous roles?
ASSUMPTION: Applicants should assess their fit with Freshworks' company values and work style, as well as their ability to thrive in a dynamic, fast-paced environment, to ensure a successful cultural fit with the organization.
⚠️ 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, each with unique marketing requirements
- Optimizing marketing ROI across diverse channels and tactics, necessitating a strong analytical skillset and data-driven decision-making
- Navigating a large, matrixed organization, requiring effective cross-functional collaboration and stakeholder management
ASSUMPTION: Applicants should be prepared to address these potential challenges proactively, demonstrating their ability to thrive in a complex, fast-paced environment.
📈 Similar Roles Comparison
- This role differs from other field marketing positions in its expanded scope, encompassing both new business acquisition and customer expansion marketing across multiple sales segments
- Freshworks' focus on customer-centricity and people-first AI service software sets it apart from competitors in the software development industry
- Career progression in this role may lead to VP or C-level marketing positions within the company, offering significant growth potential
ASSUMPTION: Applicants should consider the unique aspects of this role and the company's culture when evaluating their fit and potential career growth opportunities.
📝 Sample Projects
- Developing and executing a comprehensive go-to-market strategy for a new product launch, targeting multiple sales segments and regions
- Optimizing marketing ROI for a mature product line, identifying underperforming channels and tactics and reallocating resources to drive growth
- Collaborating with cross-functional teams to create and execute a customer retention campaign, leveraging data insights to identify at-risk accounts and drive customer success
ASSUMPTION: These sample projects illustrate the strategic, data-driven, and collaborative nature of the role, highlighting the need for strong analytical skills and cross-functional collaboration.
❓ Key Questions to Ask During Interview
- How does Freshworks support the professional development and growth of its marketing team members?
- Can you describe the current marketing technology stack and plans for future investment or expansion?
- How does Freshworks approach partner marketing, and what opportunities exist for collaboration and growth in this area?
- What are the key priorities for this role in the first 90 days, and how will success be measured?
- How does Freshworks foster a culture of innovation and continuous improvement within its marketing organization?
ASSUMPTION: These questions demonstrate a candidate's interest in the company's culture, growth opportunities, and strategic priorities, positioning them as a strong fit for the role.
📌 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 examples of your past successes in driving full-funnel pipeline growth and optimizing marketing ROI
- Follow up with the hiring manager or a member of the HR team one week after submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
