Head of Sales Compensation - Freshworks

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.

We are seeking a highly experienced and strategic Head of Sales Compensation to lead and optimize our sales compensation strategies and operations. The ideal candidate will possess deep expertise in sales compensation design, implementation, and analysis. As the Head of Sales Compensation, you will work closely with executive leadership and cross-functional teams to develop and execute compensation plans that drive sales performance, align with business objectives, and attract and retain top sales talent.

Key Responsibilities:

• Lead the design, implementation, and management of innovative sales compensation plans that align with the company’s strategic goals and drive exceptional sales performance.
• Collaborate closely with senior leadership and the total rewards team to develop compensation strategies that support business objectives, market competitiveness, and regulatory compliance.
• Analyze and evaluate the effectiveness of existing compensation plans, making data-driven recommendations for enhancements and adjustments.
• Provide strategic guidance and expertise on complex compensation issues, including plan design, quota setting, and performance metrics.
• Oversee the administration of sales compensation plans, ensuring accuracy, timeliness, and compliance with company policies and legal requirements.
• Partner with Finance, HR, Sales, and other departments to ensure seamless execution and alignment of compensation plans across the organization.
• Lead continuous improvement initiatives to streamline processes, enhance efficiency, and improve overall program effectiveness.
• Mentor and develop the sales compensation team, fostering a culture of excellence, accountability, and high performance.
• Present regular reports and insights to executive leadership, providing actionable recommendations and strategic guidance on sales compensation design and execution matters.

• Bachelor’s degree in Business, Finance, Human Resources, or a related field; MBA or advanced degree highly preferred.
• Minimum of 10 years of senior-level experience in sales compensation or a similar role, with at least 5 years in a high-impact leadership position.
• Proven track record of designing and managing complex, high-impact sales compensation programs that drive significant sales growth and performance.
• Deep expertise in compensation strategy, plan design, financial modeling, and performance analysis.
• Exceptional leadership and team management skills, with a demonstrated ability to inspire, motivate, and lead teams to achieve extraordinary results.
• Superior analytical and strategic thinking abilities, with an unwavering attention to detail and a relentless drive for excellence.
• Outstanding communication and interpersonal skills, with the ability to influence, negotiate, and build strong relationships with stakeholders at all organizational levels, including C-suite executives.
• Mastery of sales compensation systems, with a proven ability to leverage technology for strategic advantage.
• Highly adaptable, with a proven ability to thrive in a fast-paced, dynamic environment and manage multiple high-priority projects simultaneously.
• Demonstrated capacity for innovative thinking and problem-solving, with a track record of implementing successful, game-changing solutions in sales compensation.

The annual base salary range for this position is $255,000 — $345,000 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.

Please note this is a hybrid role that requires an in-office presence 3 days / week (Tue-Thur).

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.