Manager - Business Development (m/f/d)

Company Overview

Freshworks creates straightforward service software designed to improve how companies support both customers and employees. The company focuses on powerful enterprise solutions that are simple to adopt, quick to implement, and built to reduce friction through a people-first approach to AI. Its products are used by more than 72,000 organizations worldwide, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, and are supported by a global team of over 4,500 employees.

Role Summary

Freshworks is scaling rapidly toward the $1B+ mark, and the Business Development function plays a central role in that growth. This role calls for a data-focused Business Development Manager who operates at the crossroads of startup-style drive and AI-led innovation. It is a hands-on leadership position where you will shape outreach playbooks, work with the latest AI-driven sales tools, and guide a motivated team to help grow the UKI market.

Key Responsibilities

• Oversee both inbound and outbound sales development activities while partnering with cross-functional teams and coaching the Business Development team to create qualified opportunities.
• Coordinate with sales managers and sales representatives to understand territory plans and keep efforts aligned with regional priorities.
• Maintain a strong feedback cycle with sales teams to improve qualification quality, lead handling, and follow-up discipline.
• Lead, mentor, and develop a team of Business Development Managers.
• Help BDMs manage time effectively through pre-call preparation, adherence to territory schedules and metrics, and tailoring outreach scripts for different market segments and prospect types.
• Run weekly team meetings and one-on-one check-ins to keep progress on track and push performance beyond targets.
• Analyze team performance in detail, monitor key metrics such as qualification and conversion rates, and prepare forecasts for sales leadership using current and historical performance trends.
• Work closely with marketing teams to shape campaign strategy, support campaign execution, and share field-level insights from conversations with prospects and customers.
• Promote an AI-first go-to-market approach using automation, intent data, and buying-signal insights.

Candidate Profile

We are looking for someone with at least 3 years of experience building and leading successful business development teams. The right candidate should be comfortable using sales intelligence tools, data enrichment platforms, and intent data to create focused outbound prospect lists. A strong analytical mindset, a habit of continuous testing and refinement, and the ability to improve email copy, call scripts, and cadence design are essential. You should understand top-of-funnel metrics such as meeting hold rates, SQL conversion, and pipeline value, and be able to forecast team outcomes accurately. Strong communication, active listening, confident writing, collaborative leadership, and a practical management style are also important. Strategic thinking and a sharp eye for execution matter, and fluency in both English and German is required.

Why This Role Stands Out

• Enjoy a flexible growth path within a global organization that values high ambition paired with low ego.
• Experience the pace and energy of a Berlin startup while benefiting from the scale and backing of an established SaaS company.
• Work at the cutting edge of AI-driven sales transformation with knowledgeable and supportive colleagues.
• Play a leading role in advancing the company’s customer-for-life approach across the DACH region.

Equal Opportunity

Freshworks is committed to creating an inclusive workplace where people from all backgrounds, genders, sexual orientations, religions, and ethnicities can thrive. The company supports equal opportunity and believes that diverse teams create stronger workplaces, communities, and business outcomes.