Senior Director - Business Development

Freshworks; City Of London; On-site; GBP 100,000 - 150,000; Full time

Job summary

A leading software company in the UK is seeking a Senior Director of International Business Development. This role involves defining and executing global strategies for sales pipeline generation while leveraging AI technologies. The ideal candidate has over 10 years of experience in sales, with a strong background in leading international teams and exceeding pipeline targets in SaaS environments. The position promotes a culture of innovation and collaboration across diverse markets.

Benefits

Diverse workplace

Opportunities for growth

Collaborative environment

Qualifications

• 10+ years in sales and business development, with 5+ years managing international teams.
• Success in exceeding pipeline targets in high-growth SaaS environments.
• Expertise in deploying GenAI for personalized messaging.

Responsibilities

• Define and execute the international strategy for pipeline generation.
• Implement outbound strategies leveraging predictive lead scoring.
• Partner with Sales, Marketing, and RevOps to align pipeline generation with goals.

Skills

Sales leadership

Analytical skills

AI/ML integration

Cross-functional collaboration

Tools

Salesforce

Outreach/Salesloft

Conversation Intelligence tools

Job description

Freshworks uncomplicates work with simple, powerful, and intuitive solutions trusted by 72,000+ organizations, including Bridgestone, Sony Music, and S&P International. Our mission is to provide exceptional customer (CX) and employee (EX) experiences through easy-to-use, quick-to-deliver enterprise software. With more than 4,500 colleagues worldwide, we're building an International team that values collaboration, curiosity, and impact. At Freshworks, you'll be part of a global team leading the charge in sales efficiency and revenue growth. Together, we'll create growth for our customers, our company, and for you.

Job Description

The AI-Powered International Pipeline Architect

We're seeking a strategic, visionary Senior Director of International Business Development to lead our International BDR organisation. This is a crucial, high-impact role for a proven leader passionate about leveraging Artificial Intelligence and Machine Learning to build a modern, hyper-efficient pipeline across diverse international markets.

You will be responsible for defining and executing the international go-to-market strategy for our Business Development teams. You will operationalize cutting‑edge technology, combining GenAI‑powered personalization, predictive scoring, and deep buyer intent insights to ensure your teams connect with the right prospects at the perfect moment, driving high‑quality, scalable pipeline generation on an International scale.

What You’ll Do

Define & Execute International Strategy: Lead, mentor, and scale a high-performing international team of BDRs & SDRs. You will be responsible for defining the International strategy for pipeline generation, ensuring the successful adoption and optimization of AI/ML tools across all BDR workflows to maximize lead‑to‑opportunity conversion and achieve ambitious international targets.

Operationalize AI at Scale: Implement and rapidly evolve outbound strategies by leveraging predictive lead scoring and sophisticated buyer intent signals across multiple regions. You will lead the team beyond static scripts by creating dynamic, data‑backed playbooks that guide reps on what to say and when to say it, enhancing overall sales efficiency Internationally.

Leverage Algorithmic Insight: Move beyond basic reporting. Use AI‑driven trend analysis and predictive forecasting models to spot systemic pipeline gaps, forecast accurately, and take fast, decisive action to drive business outcomes. You will bring a deeply strategic, data‑centric voice to the executive leadership team.

Drive Cross-Functional Alignment: Partner cross-functionally with Sales, Marketing, RevOps, and Enablement to align International pipeline generation with company goals. You will use AI-powered conversation intelligence tools to provide objective, scalable coaching focused on messaging quality, objection handling, and maximizing conversion rates, building future sales leaders from the ground up.

Innovate & Lead: Own the hiring, onboarding, and culture for a diverse international team. You will recruit and develop individuals who are AI‑literate, adaptive, and eager to experiment with new technologies to drive results. You will foster a culture of innovation and continuous improvement.

Qualifications

What We’re Looking For

Experience That Counts: 10+ years of experience in sales and business development, with 5+ years managing top-performing international BDR/SDR teams. Proven success in exceeding pipeline targets in fast-paced, high-growth SaaS environments is essential.

AI-Driven Strategic Mindset: You are highly analytical and possess an algorithmic thinking approach to sales. You can quickly adapt to new generative AI and automation technologies and integrate them into daily operations at an International scale.

Modern Revenue Architect: Deep, practical knowledge of modern outbound strategies, specifically how to deploy GenAI for personalized messaging at scale and how to operationalize predictive scoring and buyer intent data across diverse markets.

Deep Tech Stack Domain Knowledge: Expert familiarity with Salesforce, Outreach/Salesloft, and core prospecting tools. Proven experience deploying, optimizing, or integrating specific AI/ML tools is mandatory, such as Conversation Intelligence (e.g., Gong, Chorus), Generative AI platforms, and Predictive Analytics engines.

A International Leader: Passion for developing talent and creating an inclusive, high-performance culture across different regions. A leader who uses data and technology to objectively measure and improve human performance on an International scale.

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.