Manager - Sales Strategy

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:

The sales operations function at BrowserStack owns the go-to-market strategy for the direct sales business and works with internal functions including Sales, Engineering, Product, Finance and HR to build and operationalise the GTM strategy. The scope of the function spans - Systems, Tools & Processes, GTM strategy & sales enablement, sales compensation, sales funnel optimisation & BI and reporting.

Desired Experience:

• 7+ years of Sales Operations experience (preferably in the SAAS domain)

• Understanding of fundamental sales concepts such as pipeline, forecasting, account and territory distribution, variable compensation plan and CPQ

• Hands-on experience on SalesForce - ability to generate reports and dashboards, drive sales-specific analysis, and present actionable insights (SQL would be a plus)

• Solid understanding of sales tools such as Outreach, LinkedIn, ZoomInfo etc.

• Structured thinking, strong problem-solving and communication skills, and ability to prioritize in a fast-paced environment

What will you do?

• Formulate and Implement end to end GTM plan for Global Sales team at BrowserStack including but not limited to - Sales Motions, Headcount Deployment, Quota Deployment, Variable Compensation plan formulation

• Understand underlying systems and sales motions, and work with relevant stakeholders to build scalable sales processes

• Analyze unstructured, ambiguous and complex challenges facing the organisation making judicious use of qualitative and quantitative data; gather insights, define problems and identify underlying opportunities.

• Lead cross-functional initiatives and special projects that are of strategic importance and highest priority for the leadership team.

• Evaluate and track key performance indicators; set a culture of being data-driven across the organization

• Conducting business reviews & establishing a continuous feedback loop for growth initiatives

• Own individual projects, starting with a broad business problem in the sales domain, break it down into smaller actionable items and identify data-driven solutions to drive impact

• Create insightful dashboards to track key metrics, identify potential risks and act as a key enabler to the sales force

• Work with relevant stakeholders including Finance, Engineering, and Product teams to drive the project roadmap, and implement the solution

• Build an understanding of the sales funnel, identify relevant metrics to track the health of the business, and use SQL queries / build SFDC dashboards to analyze and present key insights to stakeholders at different levels in the company

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