Vice President, Scaled Demand Generation

Job description

Company Description 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. Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations. Fresh vision. Real impact. Come build it with us. Job Description We are looking for a Vice President of Scaled Demand Generation to take full ownership of global pipeline strategy across segments and product lines. This is not a campaign management role. It is a revenue leadership position with direct accountability for pipeline creation, marketing-sourced revenue, and growth efficiency. The right leader will operate as a strategic business partner to Sales, Product Marketing, RevOps, and Customer Marketing — architecting a scaled demand engine that is AI-native, analytically rigorous, and tightly aligned to Freshworks’ long-term growth ambitions. You will have the mandate, the resources, and the executive sponsorship to build something meaningful. What You’ll Own Global Pipeline & Revenue Impact Drive end-to-end demand generation strategy spanning SMB, Mid-Market, and Enterprise segments. Own pipeline creation targets tied directly to ARR goals with rigorous forecast alignment. Accountable for marketing-sourced and influenced revenue contribution, funnel velocity, stage conversion optimization, and CAC efficiency at scale. AI-Forward Growth Engine Architect an AI-native demand engine — embedding machine learning and automation into segmentation, targeting, personalization, and experimentation workflows. Harness predictive analytics and intent signals to sharpen opportunity prioritization and resource allocation. Build scalable, automated testing frameworks that deliver measurable ROI, and partner cross-functionally to operationalize AI-driven insights across the full go-to-market motion. Multi-Product & Lifecycle Demand Lead integrated demand strategy across both the CX and EX portfolios, ensuring coherent positioning-to-performance execution in close partnership with Product Marketing. Drive tight coordination with PLG and expansion motions, and collaborate with Customer Marketing to accelerate cross-sell and upsell pipeline throughout the customer lifecycle. Organizational Leadership Build, scale, and develop a high-performing global demand generation organization. Establish clear ownership and accountability frameworks tied to pipeline and revenue outcomes. Create disciplined operating rhythms with Sales and RevOps leadership, and raise the bar on analytical rigor, experimentation velocity, and data-informed decision-making across the team. Leadership Expectations At Freshworks, great leaders deliver results and elevate the organization. The Vice President of Scaled Demand Generation will model our Great Leadership principles: Customer-First Mindset Build scaled demand strategies rooted in customer value, not campaign volume. Ensure messaging, targeting, and segmentation reflect deep customer insight across segments. Ownership & Accountability Take end-to-end responsibility for pipeline outcomes. Set a high bar for execution and hold the team accountable for measurable impact. Build for Scale Design systems and processes that are durable, simple, and scalable. Avoid short-term growth hacks in favor of repeatable infrastructure. Data-Informed Decision Making Lead with facts, not opinions. Use data and AI to prioritize, experiment, and optimize continuously. Develop People & Raise the Bar Build strong leaders beneath you. Invest in capability building, succession planning, and a performance culture that differentiates top talent. Operate as One Team Partner effectively across Sales, Product, Finance, and Customer Success. Align on shared revenue goals and remove friction across the funnel. What Success Looks Like: Within 12–18 months, the right leader will have delivered: Predictable, repeatable pipeline generation tightly aligned to the revenue plan A measurable increase in marketing’s contribution to ARR Improved conversion rates and velocity across all segments Demonstrable efficiency gains through AI-enabled execution and automation A strong, developing leadership bench within the Demand Generation organization Why This Role Matters Now Freshworks is scaling its AI capabilities and global footprint. Demand Generation will be a key lever in accelerating efficient growth, deepening segment penetration, and reinforcing our competitive moat. The right leader will not just build a world-class growth engine — they will raise the standard for how Freshworks markets, measures, and wins. If you are the kind of leader who runs toward complexity, thinks in systems, and builds teams that outlast you, we want to talk. Qualifications Proven ownership of pipeline tied directly to ARR in a scaled SaaS environment 12+ years in B2B SaaS marketing, with senior-level demand leadership experience Experience operating across SMB, Mid-Market, and Enterprise segments Deep fluency in marketing analytics, forecasting, and attribution Experience embedding AI and automation into demand workflows Track record of building and developing high-performing global teams Executive presence and ability to influence at the C-level Additional Information We're committed to building a workplace that reflects the diverse world we serve. At Freshworks, you'll find inclusive teams, flexible thinking, and opportunities to grow your career - while making work better for millions. If this sounds like a journey you want to be part of, we'd love to meet you. Let's building something refreshing together. The annual base salary range for this position is $320,000 - $400,000 Base Salary. 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. 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.