Manager, Sales Strategic Accounts

September 7

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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

• Lead and mentor a team of 8–12 Account Executives; drive their career progression • Territory and account planning to generate revenue across a hybrid portfolio (hunting and farming) • Own relationships with a book of paying, active Strategic accounts and land new logos in named non-buying accounts • Create and execute strategies to identify growth areas, execute on growth, and win new logos; deliver quarterly and annual incremental revenue • Partner with customer champions to increase revenue, renewals, and retention year-on-year • Build account intelligence: stakeholder mapping and identifying 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 and execute all phases of the pipeline to close deals • Run technical proofs-of-concept in collaboration with Solutions Engineers, handle price negotiations • Maintain hygiene on CRM tools like Salesforce.com to forecast with high accuracy • Hire, mentor, retain, motivate the team and manage conflicts; chart career progression and fill skill/culture gaps • Cross-collaborate with different functions to identify and resolve issues; act as source of industry know-how

🎯 Requirements

• 8 to 12 years of carrying quota & closing deals for technology products • 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) to solution definition, 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 • Must be based in one of: Delhi NCR, Chennai, Bangalore, Hyderabad, Pune, Mumbai • Experience using CRM tools like Salesforce.com and maintaining hygiene for accurate forecasting

🏖️ Benefits

• Competitive compensation and performance-based bonuses • Comprehensive health insurance for employees and their families • Medical insurance for self, spouse, up to 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 • Flexible working hours and generous leave policies • Remote-First work environment • Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing • Access to latest devices and technologies • Collaborative and inclusive company culture • Regular team cadences and company-wide events