Manager - Sales Strategic Accounts (Remote -Delhi/NCR)

Who are we and what do we do?

BrowserStack is the world’s leading cloud-based software testing platform, empowering over 50,000 customers—including Amazon, Microsoft, Meta, and Google—to deliver high-quality software at speed. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, the company has grown to support more than two million tests daily across 21 global data centers, providing instant access to 35,000+ real devices and browsers.

With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. Behind the scenes, BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design, flakiness detection, auto-healing and more —helping teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle.

Recognized for its innovation and growth, BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years. With backing from investors like Accel, Bond, and Insight Partners, the company continues to expand its product offerings and global footprint. Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing.

Location:

This is a remote opportunity. But the base location of the role holder has to be in Delhi/NCR

Region:

The role holder will be responsible for the US market.

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:

• 8 to 12 years of carrying quota & closing deals for technology products, with at least 2+ 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 in India

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