Director, ABM & Expansion

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. 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. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

We are seeking a data-driven, strategic, and visionary Director of ABM & Expansion Initiatives to lead and scale our account-based marketing efforts across the Freshworks portfolio. In this highly visible leadership role, you will own the development and execution of our global ABM strategy to drive pipeline acceleration, strategic expansion, and deep customer engagement. You will collaborate with senior sales, product, and marketing leaders to drive integrated programs that align to business priorities across Commercial and Enterprise segments.

You will also establish and lead our Account-Based Marketing Center of Excellence, setting the long-term vision for how we identify, engage, and grow high-value accounts across the customer journey. If you are an executive-level builder who thrives at the intersection of data, creativity, and GTM strategy—this is your opportunity to lead transformational impact at scale.

Please Note: This is a hybrid role that requires an in-office presence 3 days per week (Tuesday-Thursday)

Key Responsibilities

• Define and drive the global ABM strategy across key segments and regions, aligning to revenue goals and customer lifecycle stages
• Partner with Sales, RevOps, and Marketing leadership to prioritize target account strategies and deliver measurable pipeline and expansion impact
• Lead the creation and governance of our global ABM Center of Excellence, including toolkits, best practices, and scalable frameworks for regional and functional teams
• Oversee the development and optimization of data-informed target account lists, working with Marketing Ops and Sales to ensure precise execution and performance tracking
• Scale 1:1, 1:few, and 1:many ABM programs across key verticals and product lines, incorporating digital, content, and field marketing activations
• Create and implement strategic programs to drive whitespace expansion, multi-product adoption, and long-term customer value
• Collaborate with Product Marketing and Campaigns to deliver high-impact content and messaging tailored to personas within target accounts
• Champion a test-and-learn culture—introducing new tools, data models, and tactics to continuously improve ABM performance
• Serve as a thought leader within the marketing organization, influencing executive stakeholders and evangelizing ABM success and learnings
• Design and execute 1:Few campaigns to drive revenue growth from existing customers, primarily through upselling and cross-selling motions.
• Own a global budget and associated pipeline and demand generation goals, including increased account engagement with ABM tactics.

• Bachelor’s degree in Marketing, Business, or a related field; MBA preferred
• 10+ years of experience in B2B SaaS marketing, with at least 4+ years in a leadership role owning ABM or Revenue Growth/Expansion strategies
• Demonstrated success leading large-scale ABM programs with measurable pipeline and revenue impact across multiple customer segments
• Deep expertise in ABM technologies and GTM stack (e.g., 6sense, Demandbase, Salesforce, Marketo, attribution tools)
• Proven ability to build cross-functional alignment across Sales, Marketing, and RevOps
• Strong analytical skills with the ability to translate complex data into actionable insights and strategic recommendations
• Excellent executive presence and communication skills, with a track record of influencing senior stakeholders
• Empathetic, customer-obsessed, and motivated by helping Sales win

Please note: This is a hybrid role that requires an in-office presence three days per week (Tuesday-Thursday)

This role is based in the San Francisco Bay Area, and the expected base salary range for this position is as shown below. The actual base pay is dependent upon a variety of job-related factors such as professional background, training, work experience, business needs and market demand. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This pay range is subject to change and may be modified in the future. This role is also eligible for a target bonus.

Compensation Package
$213,600 - $307,050 USD Base Salary + Target Bonus

Freshworks Benefits: Freshworks offers multiple options for medical, dental, vision, disability and life insurance. Flexible time off (plus paid US holidays), commuter benefits (attached to a flexible spending account) and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

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.