Job Profile Account Executive - Enterprise India 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

Role in nutshell:
The role allows you to work with the biggest brands in the world, with deep pockets, and high propensity to buy BrowserStack solutions. Enterprise sales motion is of challenger sales - identify  the top industry challenges/pain points, identify which of these are relevant for your customer and how our solutions can help our customer’s with their OKRs. The role requires value-based selling and not the traditional product-led selling.
You will manage a list of Enterprise accounts, and will be given BDR, CSM/TAM and CE support to create personalized messaging for IT and business stakeholders for our customers.
This role will report to the Sales Manager in the respective enterprise segment and an exciting opportunity to learn how Enterprise Sales is done across the world through value-led selling.
 

Desired experience:

• 7 to 10 years of quantifiable experience selling complex technology products with at least the last 3+ years in an outbound lead generation to closing role; end-end sales.
• Experience with the full lifecycle of sales from outbound lead generation: identifying prospects, qualification, establishing relationships, to closing and account growth.
• Understanding the cloud computing business model and enjoying selling to a technical audience.
• Experience selling to international markets, working with complex deals and C-level executives.
• Cross-collaborative skills: coordinating cross-functionally, working closely with BDRs
•  A tech background is highly desirable

What will you do?

• Research customers’s industries and their pain points, and creating personalized messaging
• Identifying industry sales plays, and/or leading with the Test Platform messaging that will enable you to meet persona’s in customer’s that are empowered to make big decisions.
• Outbound lead generation: identifying prospects, qualification, establishing a relationship
• Generating revenue, managing renewals, and the end-to-end sales cycle.
• Manage accounts to expand revenue potential and ensure quota achievement.
• Expectation of time spent:  20% research/message creation, 15% inbound request handling, 30% on prospecting leads, 25% pipeline progression and 10% deal closing.
• Cross-collaboration with the Manager, Customer Success, Renewals, and Business Development Representatives.
• Maintain excellent data discipline in salesforce.com for your book of business
• Cater to global markets

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