Manager/Senior Manager - Sales (Strategic accounts)

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

Role in nutshell:

As a people manager, you will be responsible to lead & mentor a team of 8-12 Account Executives. You will be required to drive the career progression of your team. The role encompasses territory and account planning to generate revenue while managing a hybrid portfolio (hunting and farming). Identifying and resolving issues at hand by cross-collaborating with different functions and teams is critical for the success of this role.

Desired experience:

• 10 to 15 years of carrying quota & closing deals for technology products, with at least 4+ years of people manager experience

• Experience with the full lifecycle of outbound strategic sales from lead identification and qualification (cold calling, emails, LinkedIn), solution definition to closing and account growth

• Understanding the cloud computing business model and enjoy selling to a technical audience

• End-to-end sales experience managing complex sales cycles requiring stakeholder mapping, running technical proofs-of-concept in collaboration with a Solutions Engineer, price negotiations

• Key Account Management skills

• Prior experience dealing with international markets and driving a portfolio of 6 million 

What will you do?

• Sales and Pipeline Generation 

• Own the relationship with a book of paying, active Strategic accounts and land new logos

• The territory will be a mix of buying and non- buying accounts

• Responsibility to grow buying accounts and land new logos from named non-buying accounts

• Create and execute strategies to identify growth areas, execute on growth, and win new logos

• Partner with accounts to build growth strategies to deliver quarterly and annual incremental revenue.

• Collaborate with customer champions to not only increase revenue from account but also renew & retain business year-on-year.

• Build account intelligence to map stakeholders, and 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 pipeline.

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

• Maintain hygiene on CRM tools like Salesforce.com to forecast with a high level of accuracy.

• Drive team to consistently achieve the desired level of prospecting activity to maintain a healthy pipeline.

Team management 

• Hire, mentor, and retain talent.

• Motivate the team and manage conflicts to drive the team to achieve success. Chart our career progression to help the team grow. 

• Understand the individual strengths and weaknesses of each team member. Collaborate to fill gaps in knowledge, culture, and leadership.

• Be the source of knowledge for industry know-how and best practices to ensure the overall skill set of the team improves continuously.

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

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