Director, Pricing & Packaging

Company Description

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

The Director of GTM Pricing is a strategic leader within the Pricing team, reporting directly to the VP of Pricing. This role focuses primarily on the Go-to-Market (GTM) aspects of pricing, ensuring alignment with sales objectives, competitive dynamics, and deal execution effectiveness. You will closely collaborate with Sales, Deal Desk, Sales Enablement, Product Marketing, and Web Marketing to gather market intelligence, drive informed decision-making, optimize discounting strategies, and execute promotional campaigns to support revenue growth and profitability.

Responsibilities:

• Lead and execute GTM-facing pricing strategies and operational tactics in close collaboration with Sales.
• Gather and analyze competitor pricing, packaging, and discounting strategies, leveraging insights directly from the sales organization.
• Conduct win/loss analyses specific to pricing to identify trends and provide actionable recommendations to enhance competitive positioning.
• Create and manage effective discounting guidelines, frameworks, and governance, providing clear direction for Deal Desk and Sales teams.
• Partner with Revenue Enablement to deliver timely training, communications, and tools regarding pricing changes and competitive positioning.
• Act as a trusted advisor and expert resource for Deal Desk, particularly on strategic, complex, or unique deal scenarios.
• Collaborate effectively with the Product Pricing & Packaging team to ensure alignment between GTM and product pricing strategies.
• Work closely with the Web Marketing team to enhance pricing pages, ensuring clarity, competitiveness, and alignment with overall pricing strategies.
• Partner with broader Marketing functions to develop and execute pricing promotions and targeted campaigns that drive customer acquisition and revenue growth.
• Continuously monitor pricing effectiveness and market trends, recommending and implementing adjustments as needed.

Qualifications

• 8+ years of experience in pricing strategy, deal desk, sales strategy, or similar roles within SaaS or technology industries.
• Strong expertise in competitive intelligence, discounting strategies, and deal execution within a sales-driven environment.
• Excellent analytical and quantitative skills with proficiency in pricing analytics and related tools.
• Proven cross-functional collaboration skills, especially with Sales, Product Marketing, Web Marketing, and Deal Desk.
• Exceptional communication skills, capable of influencing and presenting effectively to senior leadership and cross-functional stakeholders.
• Familiarity with enterprise SaaS sales cycles, customer buying behaviors, and value-based selling principles.
• Strategic thinker with the ability to balance tactical execution and long-term vision.
• Bachelor's degree required; MBA or advanced degree preferred.

Additional Information

The annual base salary range for this position is $195,200 — $275,000 USD.

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits 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.