As the Chief Revenue Officer (C.R.O.) at Freshworks, one of the fastest-growing B2B SaaS businesses globally, Mr. Malik is responsible for ( 1500+ strong team spread across 12 offices across the globe: Europe -4, U.S. -2, APAC- 6) Go-To-Market (G.T.M.) functions including Sales, Customer Success, Customer Support, Partnerships, Digital Marketing, Field Marketing and Revenue Operations. At Freshworks, we work with sales, marketing, support, I.T., and H.R. teams at organizations of all sizes to deliver the best customer experiences and create customers for life. Mr. Malik has helped scale the business 4X in the past three years. The focus is on hyper-growth by leading & managing a team of high performing functional and revenue leaders. Scaling & intricately managing by metrics; customer experience lifecycle - prospecting, sales, onboarding, customer support, and success, strategizing & executing on investments across customer segments; Enterprise, Commercial, and S.M.B. Geo expansion initiatives. Planning & ensuring R.O.I. for the crucial digital marketing-driven inbound business, implementing robust processes and instrumentation required for each stage of growth, impacting non-linear growth by way of partnerships-Channels, ISVs, Alliances, and start-up’s ecosystems and championing our unique entrepreneurial and employee-centred culture to create a highly engaged team.

Grew the employee base from 700 people to 1800 people in three years across all functions from Marketing, Product Management to Services to HR and Finance. Formulated and drove the Fiscal Operating Plan: Long term (Vision 2020) & Short term (Vision 2015) inclusive of Strategic Planning with regards to capacity growth, inorganic growth- acquisitions, and technology enhancements. Proactively carried out significant M&A activity to bolster growth. Formulated and executed major policies, programs and objectives to promote and ensure the company’s continuing success and growth. Developed strategies to improve regions revenue and profitability. Took a leadership role in formulating and articulating the company’s vision and mission. Created customer acquisition and business development strategy which lead to maximum number of new customers getting on-boarded, highest in APJ. Re-created the GTM for the region to bring in a CAGR growth surpassing all regions in the world: 4 Years in a row. Managed Talent to ensure attrition was below industry average always. Lead Akamai to be in the top companies for Great Place to Work: 3 years consecutively. Provided thought leadership, drove overall business strategy for India COE(center) growth with healthy ROI, quality of deliverables and overall productivity with continuous improvement and Value Matrix Dashboard. Implemented CSR initiatives through various projects/programs.Other responsibility included to ensure success of Akamai in India and South Asia. Enhancing brand image of the company among customers, business associates/partners and government bodies. Monitoring business performance. Addressing and resolving critical business issue and ensuring business continuity. Improving employee engagement and enhancing organization values and culture.

Responsible for the subsidiary’s revenue and P&L performance for Microsoft’s Developer Platform Business Group. Recruited to turn around declining revenue and market share, and protect existing business while driving new business growth. Scope spanned end to end business management, relationship management, and opportunity management, including creating channel ecosystem, resource allocation, competitive strategy, marketing/go-to-market campaigns, customer issue resolution, and scorecard /operational metrics.Transformed operations, go-to-market strategy, corporate culture, and morale to ignite growth and triple the business in 3 years to couple of hundred million dollars. Surpassed competition to attain market leadership in India, and garnered multiple awards including coveted Gold Star Award, leaving behind 1,000+ new SMB accounts, healthy business, channel, partner structure, and satisfied customer base.

Held full P&L accountability for Teleologic AB( which later got acquired By IBM) with geographically dispersed organization of 600+ people and managed all aspects of organizational operations including business development, sales/marketing, IT, finance, HR, customer relations/key account management, and oversight of $100K+ client engagements. Was chartered to build base from scratch for business providing software, pre sales/post sales support, and services for clients engaged in complex, mission critical software development. Created operation from scratch, providing foundation to grow business from 2 to 300 clients ,people from 0 to 600+, including business plan, organizational structure, vision, and thought leadership. Delivered explosive growth and immediate profitability first year, and approached HQ with ideas on ways to bring more value. Accepted promotion with expanded regional charter to initiate global support function, establish remote telemarketing operation for European operations, and lead product development.After successful acquisition was responsible for revenue and P&L performance for IBM Rational Software Group( India and SAARC Countries) after acquisition of Telelogic AB by IBM