Account Executive – Commercial Sales

3 days ago

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BrowserStack

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SaaS • Testing • Cloud Computing

BrowserStack is a comprehensive cloud-based testing platform that enables developers and testers to run tests on real devices and browsers. It provides solutions for manual and automated testing of websites and mobile applications, ensuring compatibility, functionality, and performance across a plethora of devices and browsers. With features such as cross-browser testing, visual testing, and test observability, BrowserStack aims to streamline test automation, enhance test coverage, and improve overall testing efficiency. The platform supports integrations with various CI/CD tools and offers extensive browser and device coverage, ensuring seamless and bug-free experiences for users globally.

501 - 1000 employees

Founded 2011

☁️ SaaS

💰 $2G Series B on 2021-06

📋 Description

• Take ownership of a defined book of commercial accounts. • Proactively build and manage relationships with key stakeholders and decision-makers within existing customer organizations, including developers, QA engineers, and engineering leaders. • Deeply understand the customer's business and their software development lifecycle to identify and qualify opportunities for account expansion. • Drive adoption of new BrowserStack products (e.g., App Automate, Percy, Accessibility Testing) and increase seat count to maximize the value delivered to the customer. • Manage the entire sales lifecycle for both expansion and new business. • Conduct discovery calls to uncover technical and business pain points, delivering compelling product demonstrations, building custom proposals, and negotiating contracts to closure. • Actively prospect within your assigned territory to land new logos, including cold calling, sending highly personalized emails, and leveraging social media (e.g., LinkedIn) to generate qualified leads and pipeline. • Employ a consultative sales methodology to articulate how BrowserStack's platform solves complex technical challenges for developers and QA teams, such as ensuring cross-browser and cross-device compatibility at scale. • Work closely with Customer Success, Support, and Product teams to ensure seamless customer onboarding and provide valuable market feedback to inform product development. • Build and maintain a robust sales pipeline in Salesforce.com, ensuring a strong coverage ratio and accurate forecasting to meet quarterly revenue targets. • Maintain a deep understanding of the software testing and DevOps ecosystem, including competitor products and industry trends.

🎯 Requirements

• 3-6 years of quantifiable experience selling complex technology products, with a core strength in a "farming" or account management sales motion, and a demonstrated ability to "hunt" and close new business. • A strong understanding of the SaaS business model and a genuine passion for selling to a technical audience (e.g., developers, QA professionals). • Proven ability to consistently achieve and exceed sales quotas in a high-growth environment. • Experience with the full sales lifecycle, from prospecting and lead generation (cold calling, emails, LinkedIn) to solution definition, contract negotiation, and account growth. • Hands-on experience with sales engagement platforms (e.g., Outreach), social selling tools (e.g., LinkedIn Sales Navigator), and CRM software (e.g., Salesforce). • Excellent verbal and written communication skills with the ability to build mutual trust and rapport with technical and business stakeholders at all levels. • A motivated, independent, and results-oriented professional who thrives in a fast-paced, remote work environment.

🏖️ Benefits

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