Lead - Cybersecurity

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create 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

Freshworks is looking for a Lead - Cybersecurity GTM to sit at the intersection of Cybersecurity,
customer trust, and go-to-market. This is not a back-office compliance role. You will be the
security voice our customers hear—translating complex cloud architecture and security posture
into clear, confident assurances that accelerate deals and deepen customer relationships.
Reporting to the Manager of Cybersecurity, you will own the end-to-end experience of how
Freshworks communicates its security story to the market. That means building scalable
systems, creating repeatable playbooks, and driving automation so the team spends less time
on manual work and more time on high-impact customer engagements.

Responsibilities:

• Be the security expert customers trust. Serve as the primary technical security advisor for enterprise prospects and existing customers, providing authoritative guidance on cloud security, AWS architecture, and product security posture.
• Build scalable response systems. Design and implement playbooks, templates, and workflows that standardize how the team handles RFPs, security questionnaires, RFIs, and due diligence requests—reducing turnaround time and increasing consistency.
• Automate the repetitive. Identify and drive automation opportunities across the security query lifecycle so that routine information delivery is fast, accurate, and requires minimal manual intervention. Automate delivery of information, never the approval of it.
• Create reusable security collateral. Partner with Security Engineering and Product Engineering to develop customer-ready technical content—architecture overviews, compliance narratives, and security white papers—that scale across hundreds of customer interactions.
• Lead customer-facing security conversations. Join calls alongside Sales, Pre-Sales, Customer Success, and Channel teams to address technical security concerns directly, turning security into a competitive differentiator.
• Review contracts with a security lens. Evaluate MSAs, DPAs, BAAs, and related agreements to ensure information security obligations are accurate, achievable, and aligned with company capabilities.
• Collaborate cross-functionally. Work closely with Security Engineering, Product, Legal, GRC, and GTM teams to ensure a unified, accurate security narrative reaches the market.
• Elevate the team. Coach and mentor team members to strengthen technical security knowledge, building bench strength and reducing single points of dependency.

Qualifications

• 7–10 years of experience in information security, with depth in application security architecture, cloud security (AWS), or security pre-sales/solutioning.
• Strong understanding of web application frameworks, cloud-native architectures, and SaaS security models.
• Proven ability to communicate complex security topics clearly and concisely—both in writing and in live customer conversations.
• A builder’s mindset: you default to creating playbooks, templates, and repeatable processes rather than solving problems one-off.
• Experience driving automation or process improvement in a security operations or GTM context.
• Comfort working across time zones and adapting to shifting schedules when customer needs require it.
• Self-directed, low-maintenance, and energized by fast-paced, high-growth environments.

SKILLS
Technical Skills
• Cloud security architecture and operations, with hands-on depth in AWS (IAM, VPC,
KMS, CloudTrail, GuardDuty, Security Hub).
• Web application security fundamentals: OWASP Top 10, secure SDLC, API security,
and encryption standards (TLS, AES-256, key management).
• Working knowledge of SaaS security models, multi-tenant architecture, and shared
responsibility frameworks.
• Familiarity with security questionnaire and trust center platforms (e.g., Loopio,
Responsive, SafeBase) and GRC tools (e.g., Drata, Vanta).
• Ability to read and interpret security documentation, penetration test reports, SOC 2
audit reports, and architecture diagrams.
• Comfort with process automation concepts—scripting, workflow builders, or
no-code/low-code tools to reduce manual, repetitive work.

Certifications (Nice to have)
• CISSP (Certified Information Systems Security Professional)
• AWS Security Specialty or AWS Solutions Architect
• CISM (Certified Information Security Manager)
• CompTIA Security+ or equivalent foundational certification

Soft Skills
• Executive-level communication: ability to distill complex security topics into clear,
confident narratives for technical and non-technical audiences alike.
• Cross-functional influence: skilled at building alignment across Security Engineering,
Legal, Product, Sales, and Customer Success without formal authority.

• Customer empathy: you understand that behind every security questionnaire is a
customer trying to make a trust decision—and you make that easy.
• Ownership mentality: you see gaps, build solutions, and drive outcomes without waiting
for direction.
• Coaching and mentorship: you lift the team by sharing knowledge and building
repeatable ways of working.
• Prioritization under pressure: you can triage competing customer requests across time
zones and deliver with consistency.

NICE TO HAVE
• Prior experience in Pre-Sales or Solution Engineering at a SaaS company.
• Familiarity with compliance frameworks such as SOC 2, ISO 27001, GDPR, HIPAA,
DORA, or CMMC.
• Experience with trust center platforms (e.g., SafeBase), security questionnaire tools
(e.g., Loopio, Responsive), or GRC platforms (e.g., Drata, Vanta).
• Exposure to AI-driven automation in security or compliance workflows.

WHY THIS ROLE MATTERS
Enterprise customers don’t just buy products—they buy trust. At Freshworks, the Cybersecurity
GTM function is the front line of that trust. This role directly influences deal velocity, customer
retention, and competitive positioning by ensuring every security interaction is fast, precise, and
confidence-building.

You won’t just answer questionnaires. You’ll architect the systems that make the entire security
response function faster, smarter, and more scalable. If you want to build something that
matters at a company that’s growing fast, this is the role.

Additional Information

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.

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.