BrowserStack

Human Resources

• Act as a strategic thought partner to Engineering and Product Managers, providing guidance on team effectiveness, talent planning, and organisational growth
• Localise and implement cohort-level strategies such as performance calibration, workforce planning, and org design changes
• Partner with your Manager and lead the performance management process for assigned teams, including PEP, talent reviews, and promotion calibration
• Analyse and interpret data on attrition, time off usage, eNPS, and other indicators
• Provide high-touch coaching to ICs, Leads, and Sr. Leads
• Champion engagement initiatives through focus groups, surveys, and team check-ins
• Manage sensitive employee matters and investigations with discretion
• Participate in interviews (L1-L7 levels) to help drive the right talent density within Engineering & Product

Manager – HRBP

Account Executive

• Generate sales revenue through prospecting, nurturing and closing business in the Enterprise Segment;
• Build and manage your sales pipeline for strong coverage ratios; achieve quarterly revenue targets
• Become a product and industry expert and trusted partner for our customers
• Manage the entire account lifecycle from account strategy, customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota
• Develop, maintain and grow executive relationships in your target account to expand revenue potential and ensure contract renewals
• Work with all levels of GTM leadership to continuously improve key sales management processes like territory planning, lead/pipeline/opportunity management and KPI reporting
• Maintain excellent data discipline in salesforce.com for your book of business

Enterprise Account Executive

Sales

• Sales and Pipeline Generation - Own the relationship with a book of paying, active Commercial accounts in addition to onboarding new clientele
• Partner with accounts to build growth strategies to deliver quarterly and annual incremental revenue
• Collaborate with customer champions to not only increase revenue from accounts, but also renew & retain business year-on-year
• Build account intelligence to map stakeholders, 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 high-velocity 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 - Be the source of knowledge for industry know-how and best practices to ensure the overall skill set of the team improves continuously
• Understand individual strengths and weaknesses of each team member
• Collaborate to fill gaps in knowledge, culture and leadership
• 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

Manager – Commercial Sales

Implementation Specialist

• Drive the customer’s BrowserStack technical product evaluation end to end.
• Coordinate actively with customer stakeholders like the customer's Dev, QA, Network, Security, Business teams etc., to resolve technical product queries or technical roadblocks.
• Lead Customer Engineering activities including technical discovery, RFP responses, product value proposition, architectural guidance, L3 technical support escalations and ongoing customer relationships.
• Dev is technical approaches/solutions to enable customers to achieve success with BrowserStack.
• Work with cross functional product & engineering teams, learn & develop on testing domain technologies among others as per the customer needs. This involves programming, test automation frameworks, CI tools, security, networks, etc.
• Design and lead comprehensive technical sessions and workshops for customers.
• Work as a bridge between Customer and Product & Engineering teams, capture technical product requirements and feedback from customers and relay it to product with relevant market insights to enhance product.

SDE – Customer Engineering, Automation Testing – Selenium

Solutions Engineer

• Manage and Lead CE teams, conduct performance reviews, and handle internal or external escalations
• Spearhead initiatives to scale the Customer Engineering practice
• Be the architect for the customer’s end-to-end technical evaluation of BrowserStack
• Enable the team to lead pre-sales engineering activities including technical discovery, RFP responses, technical value proposition, architectural guidance, sales support, and ongoing customer relationships
• Lead comprehensive discovery sessions in the sales cycle, designing and conducting comprehensive solution demonstrations
• Devise innovative technical approaches/solutions to enable customers to succeed with BrowserStack
• Work with cross-functional product & engineering teams, learning & developing different technologies as per the customer needs
• Capture technical product requirements and feedback from customers and relay it to the product with relevant market insights

Manager, Customer Engineering – Automation Testing, Solutions Engineering

Business Development Rep

• To identify and hunt prospects through outbound motion & prospecting
• To complete a volume of calls and emails to prospects (in the territory) on a daily basis
• Call and email on new prospects and develop business relationships with the associations
• Serve as the first in-depth point of contact to prospective partners and customers
• Provide product information to prospective customers
• Demonstrate solution-selling and relationship-building skills
• To communicate/position/sell our value proposition to prospects
• To secure an assigned number of sales appointments (webinars, in person meetings, event participation, etc)
• Responsible for documenting all calls and email activities on the CRM system

Business Development Representative

Content Manager

• Build and maintain the testing infrastructure for the world
• Collaborate with teams to push the boundaries with AI capabilities like smart test case generation and design
• Help teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle

Content Strategist

• Own quarterly and annual partner-influenced and sourced revenue targets across assigned Tier 1 & Tier 2 SIs / GSIs and Resellers
• Drive joint pipeline creation through account mapping, solution positioning, and co-selling with sales teams.
• Identify and close strategic lighthouse wins with key GSIs in target verticals (BFSI, Retail, Manufacturing, Telecom, etc.).
• Build and manage joint business plans with clear KPIs, including revenue, pipeline growth, certifications, and marketing ROI.
• Strengthen BrowserStack’s sell-to positioning by ensuring BrowserStack solutions are embedded in GSI go-to-market plays.
• Develop and execute sell-with motions – joint pursuits, RFP participation, and account strategy alignment with partner account teams.
• Expand sell-through channels by enabling partner delivery teams to lead BrowserStack implementations across customer accounts.
• Drive enablement programs to train GSI presales, architects, and delivery teams on BrowserStack’s platform
• Build joint industry use cases / solution bundles that help partners sell BrowserStack’s platform as part of their broader transformation offerings.
• Enable co-marketing and demand-generation campaigns with marketing and partner teams to generate qualified opportunities.
• Build deep executive-level relationships with partner CXOs, practice heads, alliance leaders, and regional sales managers.
• Act as the trusted sales advisor to GSI practice teams and BrowserStack’s internal enterprise sellers.
• Partner closely with BrowserStack’s global Sales, Marketing, Product, and Customer Success teams to ensure alignment and execution excellence.

Lead/Senior Lead - Channel Sales

• Generate sales revenue through prospecting, nurturing and closing business in the Enterprise Segment
• Build and manage your sales pipeline for strong coverage ratios
• Achieve quarterly revenue targets
• Manage the entire account lifecycle
• Develop, maintain and grow executive relationships in your target account

Customer Success Manager

• Driving customer advocacy, assist clients to realize value from BrowserStack’s product portfolio
• Manage multiple stakeholders and multiple priorities for enterprise and strategic customers
• Onboard and train customers for effective platform usage
• Deliver personalized product demos and webinars
• Drive engagement with customers at key points in the customer journey to achieve adoption
• Identify risks and implement mitigation strategies for retention and growth
• Collaborate with AE/Renewals teams to ensure seamless renewals and pursue upsell/cross-sell
• Lead quarterly/monthly reviews, offering best practices and guidance
• Foster customer advocacy within your portfolio
• Demonstrate ROI to technical and executive audiences

Customer Success Lead

• 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

Manager, Sales Strategic Accounts

Affiliate Manager

• Cultivate and maintain strong, collaborative relationships with Channel Partner Leaders and their teams
• Onboard, train, and continuously enable partner technical and sales resources to drive proficiency
• Participate in joint business planning and review sessions with partners
• Solicit, gather, and synthesize feedback from channel partners and advocate internally
• Design, develop, and manage partner enablement programs, collateral, and onboarding tools
• Plan, organize, and facilitate online and offline enablement sessions and workshops
• Coordinate and support partner-facing events as part of enablement initiatives
• Act as an advocate for BrowserStack's capabilities, benefits, and updates within partner and customer ecosystem
• Track and measure success of enablement programs, focusing on certifications and business impact
• Build and deliver training programs to certify partners and develop partner toolkits (battlecards, playbooks, solution briefs)
• Act as a bridge between partners and internal Product, Engineering, Sales, and Marketing teams to relay partner insights
• Stay informed on automation testing trends, best practices, and competitive landscape to provide thought leadership to partners

Lead - Partner Enablement

Product Manager

As a Principal Product Manager, you’ll work with a squad solving challenging problems faced by engineering teams across the globe. You will own and be accountable for critical engagement and business metrics of our products. You’ll focus on understanding our customers and market and help us ship features that our users love. Your tasks will include implementing new features, growing product adoption, and helping prioritize and solve support requests.