Manager – Commercial Sales
BrowserStack
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇮🇳 India
Visit company websiteJob Level
SeniorLead
Tech Stack
CloudSFDC
About the role
- 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
Requirements
- 10+ years of quantifiable experience selling B2B software, with at least 4 years in a closing role
- Strong track record of consistently achieving quota
- Experience with full lifecycle of sales from prospecting, lead generation (cold calling, emails, LinkedIn), qualification, solution definition to closing and account growth
- End-to-end sales experience managing complex sales cycles requiring stakeholder mapping, running technical proof-of-concepts in collaboration with a Solutions Engineer, price negotiations
- Experience in B2B SaaS / Technology Selling / Solution Selling
- Outbound experience (preferred)
- Motivation/ Hunger/ Passion
- Understanding the cloud computing business model and enjoy selling to a technical audience, while building mutual trust
- Strong problem solving skills
- Leadership skills - thought leadership focussed on impact and action
- Effective and collaborative communication skills
- Working with global stakeholders from cross cultural backgrounds
- Strong sales orientation and should possess a strong drive towards target achievement
- Ability to plan to overachieve quota and forecast accurately
- Manage pipeline effectively, and foresee risks to win against competition and other blockers
- Strong pipeline hygiene on Salesforce.com and related CRM applications
- International selling experience is not a must-have but will be a positive
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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B software saleslead generationsolution sellingstakeholder mappingtechnical proof-of-conceptsprice negotiationsaccount growthpipeline managementquota achievementsales cycle management
Soft skills
motivationproblem solvingleadershipeffective communicationcollaborationteam managementconflict managementmentoringcultural awarenesscareer progression planning