Manager - Commercial 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:

We are looking for a dynamic Sales Manager who has a passion for sales and a hunger to achieve targets. The key focus will be to manage a team of Mid Enterprise Account Executives, each of who own a book of Commercial accounts. Enable end-to-end sales process; hire, train, mentor the team to execute account growth strategies against a quota.

As a Sales Manager, this role will involve bringing industry know-how, knowledge of best practices, nurturing & growing talent.

The role encompasses account & relationship management, prospecting, lead generation and conversion to close business via both upsells and cross-sells. The candidate will require prior experience generating pipeline through outbound channels along with end-to-end responsibility to drive the pipe to closure.

In this role, the Sales Manager will manage a team that sells to global geographies - US, Europe, Asia Pacific - so the candidate will be expected to be comfortable working shifts.
 

Key Responsibilities:

Sales and Pipeline Generation -

• Own the relationship with a book of paying, active Commercial accounts.

  
  

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

  
  

  revenue.

  
  

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

  
  

• 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.

  
  

• 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.
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Team management -

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

  
  

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

  
  

• 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.

  
  

Requirements:

• 10+ years of quantifiable experience selling B2B software, with at least 4 years in a closing role and 2 years managing a team.

  
  

• 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

  
  

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

  
  

• Experience in B2B SaaS / Technology Selling / Solution Selling.

  
  

• Outbound experience (preferred)

  
  

• Motivation/ Hunger/ Passion.

  
  

Domain:

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

  
  

Personal:

• Embrace a value based and solution oriented approach to selling, ensuring your customers receive value from the products they buy from you.

  
  

• Strong problem solving skills.

  
  

• Leadership skills - thought leadership focussed on impact and action.

  
  

• Effective and collaborative communication skills.

  
  

• Working with global stakeholders from cross cultural backgrounds.

  
  

  Functional:

  
  

• Strong sales orientation and should possess a strong drive towards target achievement.

  
  

• Ability to plan to overachieve quota and forecast accurately.

  
  

• Manage pipeline effectively, and foresee risks to win against competition and other blockers.

  
  

• Strong pipeline hygiene on Salesforce.com and related CRM applications.

  
  

• International selling experience is not a must-have but will be a positive.

  
  

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