Director, Strategic Business Development job opportunity at Freshworks.

Home Jobs In United States Of America Tag: Strategic Business Development Director, Strategic Business Development position at Freshworks


Date2026-04-13T07:10:04.237Z bot
Freshworks Director, Strategic Business Development
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Pattern: Full-time
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Strategic Business Development

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loacation San Mateo, California, United States Of America
loacation San Mateo, Cal..........United States Of America
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Job DescriptionAbout the RoleAs we scale our partner ecosystem, this is a rare opportunity to define it. We're hiring a Director of Strategic Business Development to own our ISV strategy end-to-end — from whitespace mapping and partner identification to deal structure, negotiation, and long-term ecosystem growth. This role sits at the intersection of corporate strategy, business development, and product — working across AI, automation, cloud, and collaboration to build the partnerships that accelerate our product roadmap, expand our go-to-market reach, and drive long-term revenue. You'll operate with high autonomy, influence at the executive level, and mandate to build something lasting inside a fast-growing B2B SaaS company. What You'll Own: Strategy & Ecosystem DevelopmentDefine and execute a multi-year ISV partner strategy aligned with product and GTM priorities across AI, automation, cloud, collaboration, and adjacent categoriesConduct market analysis, competitive benchmarking, and whitespace mapping to inform partner prioritization and ecosystem investment Drive partner planning cycles and influence cross-functional stakeholders through strategic frameworks and ROI-backed proposals Deal Origination & ExecutionBuild, manage, and prioritize a pipeline of high-impact ISV partnership opportunities Own the full deal lifecycle — from opportunity identification and qualification through proposal development, executive alignment, negotiation, and closeStructure and negotiate complex commercial agreements including integrations, co-sell, OEM, and joint solution partnershipsBuild data-driven business cases that quantify revenue impact, product differentiation, and customer value Cross-Functional LeadershipCollaborate with Product, Sales, Marketing, and Customer Success to launch and operationalize joint solutions Develop scalable onboarding, enablement, and performance tracking processes for ISV partners Define success metrics and regularly report ecosystem performance and partner impact to executive leadershipPlease note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters. 

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