Vice President, Scaled Demand Generation

Responsibilities

• Global Pipeline & Revenue Impact
• AI-Forward Growth Engine
• Multi-Product & Lifecycle Demand
• Organizational Leadership
• 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.
• 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
• We're committed to building a workplace that reflects the diverse world we

Additional Information

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.

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