Lead - Channel Sales

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.

Job Description

About the Role:

As an Individual Contributor, you will play a key role in managing and expanding our partner ecosystem in a Partner-First region, where partners are central to our revenue growth strategy. Your expertise in strategic partnership management will be instrumental in scaling our SMB and Commercial business, particularly in the EX/CX space.

The ideal candidate has a proven track record of nurturing executive-level partner relationships, driving impactful business plans, and scaling high-volume transactions through distributors and resellers. If you are passionate about building and executing high-impact partner strategies, we invite you to be part of Freshworks and drive our next phase of growth.

Key Responsibilities:

• Develop and execute a scalable channel strategy for SMB and Commercial partners, ensuring alignment with business objectives.

• Own and optimize high-volume partner transactions, enhancing efficiency across distribution channels.

• Build and strengthen strategic relationships with distributors and resellers to drive partner engagement and revenue growth.

• Design and implement partner programs, incentives, and enablement initiatives to accelerate sales.

• Collaborate with internal teams across sales, marketing, and product to support partner success.

• Leverage data and insights to track performance, identify growth opportunities, and refine strategies.

• Represent Freshworks at industry events, partner meetings, and executive briefings.

• Continuously refine strategies based on market trends, partner feedback, and company goals.

Qualifications

• 5+ years of experience in SaaS or Channel Sales, with a focus on partner management (SMB and Commercial experience preferred).

• Proven ability to manage and scale high-volume transactions through partners and distributors.

• Track record of building and executing high-impact partner strategies that drive significant revenue growth.

• Strong ability to engage and influence C-level executives, with excellent presentation and communication skills.

• Deep understanding of the SaaS industry and software/services alliances.

• Experience working with distributors, VARs, and resellers, with knowledge of channel incentives and program structures.

• Willingness to travel to engage with partners and internal teams.

• Bachelor’s degree in a relevant field.

Additional Information

These are some benefits you can expect from us in return:

• Company funded Life & Long-Term Disability insurance

• Pension scheme

• Private Medical Insurance + Health Cash Plan

• Learning & Reading budget of up to £1,000 per year

• Fitness budget of up to £30 per month

• Cycle to work Scheme

• Company funded daily lunch when in office

• Company Funded Employee Assistance Program (EAP) for both you and your family

• 25 days annual Paid-Time-Off (PTO)

• Discounted Tax Support Services

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.