Account Executive - Strategic Sales

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized  by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

About the Role:

This is not an account management role, but a sales role with the primary responsibility being bringing in revenue. The key focus will be to build a book of accounts, build account growth plans, and execute these plans against a quota.

The role encompasses heavy prospecting, lead generation and conversion to close business via both upsells and cross-sells. The candidate will be responsible for their own pipeline generation with end-to-end responsibility to drive the pipe to closure.

In this role, the Sales Account Executive will sell to global geographies - US, Europe, Asia Pacific - so the candidate will be expected to be comfortable working shifts.

We are looking for a dynamic Sales Account Executive who has the passion for sales and a hunger to achieve targets. Reporting to the Sales Manager, you will be part of a growing, high-performing team that delivers world-class results and learns from a team of seasoned entrepreneurs and sales experts. This will be a hands-on position in a typical start-up environment, so we are looking for a motivated self-starter who isn’t afraid to roll-up their sleeves and contribute across many different functions.

Key Responsibilities:

• Build account intelligence to map stakeholders, identify new teams & business units to sell to.

• Prospect via cold calling, highly personalized emails and LinkedIn to generate leads and pipeline.

• Employ a value based solution selling methodology to drive these leads through a high-velocity pipeline.

• Execute all phases of the pipeline, and push deals through the sales cycle towards closure.

• Generate sales revenue through closing business; Build and manage your sales pipeline for strong coverage ratios; achieve quarterly revenue targets.

• Manage the entire sales lifecycle from customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota. Develop executive relationships to expand revenue potential.

• Work with all levels of GTM leadership to continuously improve key sales management processes like territory planning, lead/pipeline/opportunity management and KPI reporting.

• Maintain excellent data discipline in salesforce.com for your book of business.

• Responsible for the global geography for now.

Requirements:

• 4 to 7 years of quantifiable experience selling complex technology products with at least 18 - 24 months in a closing role.

• Understanding the cloud computing business model and enjoy selling to a technical audience, while building mutual trust.

• Strong track record of consistently achieving quota.

• Experience with full lifecycle of sales from prospecting, lead generation (cold calling, emails, LinkedIn), qualification, solution definition to closing and account growth.

• Outbound experience. (preferred)

Benefits:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000

• Gratuity as per payment of Gratuity Act, 1972

• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends

• Remote-First work environment that allows our people to work from anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience