📌 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
🔹 Category: Software Development
🔹 Date Posted: July 10, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote OK (North America, India)
🚀 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
ASSUMPTION: This role requires a strategic leader with experience in multi-segment and multi-motion field marketing to drive full-funnel pipeline growth across diverse go-to-market motions.
📋 Key Responsibilities
✅ Integrated Segment Ownership
- Design 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.
✅ Team Leadership & Cross-Segment Coordination
- Manage and grow a high-performing team of regional field marketers.
- Foster cross-segment collaboration to scale winning plays and share best practices across sales motions and verticals.
✅ Multi-Channel Program Design
- Drive integrated programs including ABM, field and partner events, webinars, executive roundtables, and digital plays, localized by segment and region.
- Collaborate with demand generation, campaigns, and partner teams to deliver full-funnel pipeline acceleration programs.
✅ Expansion Marketing & Lifecycle Campaigns
- Partner with Customer Success and Sales to identify and execute expansion marketing initiatives—including upsell/cross-sell ABM and product adoption campaigns.
- Build a repeatable marketing engine that supports both acquisition and growth within accounts.
✅ Measurement, Reporting & Budget Oversight
- Track and optimize segment-level contribution to pipeline, bookings, and revenue across new business and expansion.
- Manage budgets across segments and motions, partnering with Finance and Analytics to optimize return on marketing investment.
ASSUMPTION: This role requires strong analytical skills and a deep understanding of attribution models, conversion metrics, and ROI tracking to optimize marketing performance.
🎯 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.
- Strong track record of collaborating with Sales, Success, and cross-functional Marketing teams.
- 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 with experience in SaaS or cloud-based software markets and a strong understanding of the Commercial and Mid-Market customer segments will be particularly well-suited to this role.
💰 Compensation & Benefits
Salary Range: $244,000 - $330,750 USD + Bonus Compensation
Benefits:
- Dental Insurance
- Medical Insurance
- Vision Insurance
- Disability Insurance
- Life Insurance
- Equity
- ESPP
- Flexible PTO
- Flexible Spending
- Commuter Benefits
- Wellness Benefits
- Adoption Leave
- Parental Leave
Working Hours: Full-time (40 hours/week)
ASSUMPTION: The salary range provided is based on industry standards for senior director-level roles in B2B marketing, with consideration for the company's size and location.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development
Company Size: 1,001-5,000 employees
Founded: 2010
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 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 in the software development industry, with a strong focus on customer and employee experience.
📊 Role Analysis
Career Level: Senior Director
Reporting Structure: This role will lead a distributed team of field marketers across North America and India, collaborating with multiple sales leaders and cross-functional marketing teams.
Work Arrangement: Remote OK (North America, India)
Growth Opportunities:
- Potential to expand the team and take on more responsibilities as the company grows.
- Opportunities to collaborate with cross-functional teams and gain exposure to different aspects of the business.
- Potential to move into a more strategic or executive role within the organization.
ASSUMPTION: This role offers significant growth opportunities for the right candidate, with the potential to make a substantial impact on the company's success.
🌍 Location & Work Environment
Office Type: Hybrid (San Mateo, CA) with remote work options
Office Location(s): San Mateo, California, United States
Geographic Context:
- The San Francisco Bay Area has a thriving tech industry and offers a diverse range of cultural, recreational, and culinary experiences.
- The cost of living in the Bay Area is high, but the region offers competitive salaries and numerous job opportunities.
- The hybrid work arrangement allows for flexibility and a better work-life balance.
Work Schedule: Full-time (40 hours/week) with flexible PTO
ASSUMPTION: The hybrid work arrangement and flexible PTO policy allow for a better work-life balance, while the location in the heart of the tech industry offers ample opportunities for professional growth and development.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager or HR
- Technical assessment or case study presentation
- On-site or virtual interview with cross-functional stakeholders
- Final interview with the senior leadership team
Key Assessment Areas:
- Strategic thinking and planning
- Leadership and team management skills
li>Analytical and problem-solving abilities
- Domain knowledge in B2B marketing and field marketing
Application Tips:
- Highlight your experience in multi-segment and multi-motion field marketing, with a focus on driving full-funnel pipeline growth.
- Demonstrate your ability to lead and collaborate with cross-functional teams, with a strong track record of success in B2B marketing.
- Tailor your resume and cover letter to emphasize your relevant skills and experiences, using keywords from the job description.
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: The interview process will focus on assessing the candidate's strategic thinking, leadership skills, and domain knowledge in B2B marketing and field marketing.
🛠️ Tools & Technologies
- Salesforce
- Marketo
- 6sense
- Field/Event Tools
ASSUMPTION: Proficiency in Salesforce, Marketo, 6sense, and field/event tools is required for this role, as they are essential for driving integrated marketing programs and tracking performance.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Transparent
Work Style:
- Fast-paced and dynamic
- Data-driven and results-oriented
- Collaborative and cross-functional
- Focused on customer and employee experience
Self-Assessment Questions:
- Do you thrive in a fast-paced, dynamic environment and enjoy working collaboratively with cross-functional teams?
- Are you data-driven and results-oriented, with a strong focus on optimizing marketing performance?
- Do you have a customer-centric mindset and a passion for delivering exceptional customer and employee experiences?
ASSUMPTION: Freshworks values a customer-centric, innovative, and collaborative work environment, with a strong focus on accountability, transparency, and data-driven decision-making.
⚠️ Potential Challenges
- Managing a distributed team across North America and India, with varying time zones and cultural contexts.
- Aligning marketing plays to pipeline goals across diverse go-to-market motions and segments.
- Optimizing return on marketing investment across multiple segments and motions.
- Balancing the need for strategic planning with the demands of tactical execution.
ASSUMPTION: This role presents unique challenges related to managing a distributed team, aligning marketing plays to pipeline goals, and optimizing marketing performance across multiple segments and motions.
📈 Similar Roles Comparison
- This role is unique in its expanded scope, owning both new business acquisition and customer expansion marketing in the Americas.
- While similar roles may exist in other organizations, this role is particularly well-suited to candidates with experience in multi-segment and multi-motion field marketing in the SaaS or cloud-based software markets.
- Career progression in this role may lead to more strategic or executive positions within the organization, as the company continues to grow and expand.
ASSUMPTION: This role is unique in its expanded scope and offers significant growth opportunities for the right candidate, with the potential to make a substantial impact on the company's success.
📝 Sample Projects
- Developing and executing a comprehensive field marketing strategy for the Commercial segment, driving full-funnel pipeline growth across new business acquisition and customer expansion.
- Collaborating with the Partner Marketing team to activate pipeline through high-impact ABM programs, localized by segment and region.
- Partnering with Customer Success to identify and execute expansion marketing initiatives, including upsell/cross-sell ABM and product adoption campaigns.
ASSUMPTION: These sample projects illustrate the strategic, collaborative, and tactical nature of this role, requiring a strong understanding of B2B marketing, field marketing, and ABM strategy.
❓ Key Questions to Ask During Interview
- How does this role fit into the company's overall marketing strategy, and what are the key priorities for the first 90 days?
- What are the key challenges facing the team, and how can this role help address them?
- How does the company support the growth and development of its marketing team members?
- What are the key performance indicators (KPIs) for this role, and how will success be measured?
- How does the company foster a culture of innovation and continuous improvement within its marketing organization?
ASSUMPTION: These key questions will help you better understand the role, the team, and the company, allowing you to make an informed decision about your fit for the position.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to emphasize your relevant skills and experiences, using keywords from the job description.
- Prepare for your interviews by researching the company, practicing common interview questions, and developing thoughtful questions to ask your interviewers.
- Follow up with a thank-you note after each interview, expressing your appreciation for the opportunity to discuss the role.
- If you receive an offer, take the time to carefully review the compensation package, benefits, and work arrangements before making a decision.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
