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.
At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.
Fresh vision. Real impact. Come build it with us.
Job Description
We are seeking a highly motivated and detail-oriented Senior Deals Desk Analyst to join our Business Desk team. As our channel business continues to grow rapidly, following the recent relaunch of our Channel Partner Program, the Business Desk team plays a critical role as a strategic enabler of this expansion.
In this role, you will be a key business partner to our channel sales organization, supporting deal execution and operational excellence across our global indirect sales motion, including transactions involving distributors and resellers. You will work at the intersection of Sales, Partner Operations, Legal, and Finance to facilitate accurate and efficient quoting, deal structuring, and closure of partner-led opportunities.
Key Responsibilities
- Partner Transaction Support: Serve as a trusted advisor to channel managers and sales reps, supporting complex deals involving two-tier distribution (distributors and indirect resellers).
- Quote Creation & Management: Prepare accurate, compliant, and partner-ready quotes for distributors, which are then used to build downstream quotes with indirect resellers. Ensure all necessary approvals and documentation are in place.
- Deal Structuring: Advise on pricing, discounting, and commercial terms for partner transactions. Apply deep understanding of channel economics to support strategic deal structuring while maintaining margin discipline.
- Renewals Support: Partner with the renewals and customer success teams to ensure smooth, timely, and accurate renewals through the channel, supporting co-termed or upsell opportunities as needed.
- Successful Deal Closure: Drive deals to closure by managing operational steps, aligning internal teams, and ensuring all aspects of the transaction, from quote to booking, are completed correctly and on time.
- Compliance & Policy Enforcement: Ensure all channel deals comply with internal policies, pricing guidelines, and program rules. Enforce deal governance and escalate exceptions as necessary.
- Cross-Functional Collaboration: Liaise with Legal, Finance, Order Management, and Channel Operations to resolve deal blockers, expedite approvals, and ensure smooth downstream processing.
- Reporting & Insights: Track deal metrics and partner transaction trends to identify process bottlenecks, provide actionable insights, and recommend continuous improvements.
- Channel Program Support: Support the operational execution of relevant partner-related programs.
Qualifications
- Bachelor’s degree in Business, Finance, Operations, or a related field.
- 5+ years of experience in Deal Desk, Sales Operations, or Revenue Operations, preferably in a SaaS or software environment.
- Demonstrated understanding of channel sales, including distributor and indirect reseller ecosystems.
- Strong skills in Salesforce, CPQ systems, and Excel/Google Sheets.
- High attention to detail with excellent problem-solving skills.
- Ability to manage multiple priorities under tight deadlines.
- Excellent communication (verbal and written), strong interpersonal skills and should be comfortable working across geographies
- Experience preparing and managing partner-facing quotes and complex discount structures.
- Familiarity with partner renewals motions and co-terminations.
- Knowledge of enterprise SaaS pricing, licensing, and partner programs.
- Be willing to work shift patterns that align with either European or US sales teams
Additional Information
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.
