Director, Strategy & Operations - Channels & Alliances

As Director, Strategy & Operations, Channels &Alliances, you will serve as a strategic business partner to the SVP of Channels & Alliances, helping shape and execute the organization's long-term strategy while driving operational excellence across the global partner business. Reporting to the VP of Revenue Operations, you will work closely with executive leadership to translate business priorities into actionable plans, lead high-impact cross-functional initiatives, and improve the systems, processes, and insights that enable growth.

This is a highly visible role that sits at the intersection of strategy, operations, planning, and execution. You will partner across Sales, Customer Success, Finance, Product, Marketing, Legal, and Revenue Operations to solve complex business challenges, influence executive decision-making, and ensure the Channels & Alliances organization is positioned to scale efficiently.

Success in this role requires exceptional business acumen, analytical rigor, executive communication skills, and the ability to lead through influence in a fast-paced, high-growth SaaS environment.

Key Responsibilities

Strategic Planning & Executive Partnership

• Serve as a trusted strategic advisor to the SVP of Channels & Alliances, helping define organizational priorities, operating rhythms, and long-term business strategy.

• Partner with the VP of Strategy & Operations to develop annual operating plans, organizational objectives, and strategic initiatives aligned to company priorities.

• Prepare executive presentations, business reviews, and strategic recommendations for senior leadership and executive staff meetings.

• Drive planning processes including annual planning, quarterly business reviews (QBRs), operating reviews, and executive business updates.

Business Strategy

• Identify opportunities to accelerate partner growth through strategic initiatives, organizational improvements, market expansion, and operational innovation.

• Evaluate business performance, industry trends, competitive dynamics, and emerging opportunities to inform strategic decisions.

• Lead special projects and executive initiatives that require cross-functional leadership and executive visibility.

Cross-Functional Program Leadership

• Lead complex, cross-functional initiatives spanning Sales, Finance, Marketing, Customer Success, Product, Legal, and Revenue Operations.

• Align stakeholders around shared objectives while driving execution across multiple workstreams.

• Remove organizational friction and improve collaboration across global partner teams.

Business Performance & Analytics

• Develop executive-level dashboards and performance metrics that provide actionable insights into partner business health.

• Partner with Finance and RevOps to forecast business performance, monitor key initiatives, and identify opportunities to improve growth and productivity.

• Translate complex data into concise recommendations that influence executive decision-making.

Operational Excellence

• Optimize partner programs, planning processes, governance, and operational workflows to improve scalability.

• Drive continuous improvement across systems, processes, and reporting capabilities.

• Champion operational rigor while balancing speed, simplicity, and business impact.

• 12+ years of experience in Strategy, Business Operations, Revenue Operations, Management Consulting, or Strategic Planning within high-growth SaaS or enterprise technology companies.

• Experience partnering directly with VP- and SVP-level executives to define business strategy and execute organizational priorities.

• Demonstrated success leading large-scale cross-functional initiatives from strategy through execution.

• Strong executive presence with exceptional written, verbal, and presentation skills.

• Excellent analytical and financial modeling capabilities with experience translating data into executive recommendations.

• Experience driving annual planning, OKRs, QBRs, business reviews, and executive operating cadences.

• Proven ability to influence without authority across highly matrixed organizations.

• Comfortable navigating ambiguity and solving complex business challenges.

• Bachelor's degree required; MBA or consulting background preferred.

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 $211,310 - $261,030 Base Salary. This role is also eligible for bonus compensation.

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.