Account Executive

Who are we and what do we do?
BrowserStack is the world's leading cloud-based software testing platform, empowering over 50,000 customers—including Amazon, Microsoft, Meta, and Google—to deliver high-quality software at speed. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, the company has grown to support more than two million tests daily across 21 global data centers, providing instant access to 35,000+ real devices and browsers.

With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. Behind the scenes, BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design, flakiness detection, auto-healing and more —helping teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle.

Recognized for its innovation and growth, BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years. With backing from investors like Accel, Bond, and Insight Partners, the company continues to expand its product offerings and global footprint. Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing.

Location
This is a remote opportunity; but the base location of the role holder has to be Bangalore, Karnataka.
Role in a Nutshell
We are looking for a dynamic Account Executive who has the passion for sales and a hunger to achieve targets. The key focus will be to take ownership of a book of accounts across
both farming and hunting sales motions
, land new logos, build account growth and territory plans, and execute these plans against a quota.

Key Responsibilities

• Build account and territory plans to map stakeholders, identify relevant personas and build a plan to land or expand (upsell and cross-sell).
• Prospect via cold calling, highly personalised emails and social media 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.
• Generate sales revenue through closing hunting and/or farming business; Build and manage your sales pipeline for strong coverage ratios; achieve quarterly revenue targets with monthly pacing.
• Manage the entire sales lifecycle from customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota.
• Develop executive relationships to expand revenue potential.
• Collaborate with customer engineering, customer support and success, compliance, sales operations, finance and legal teams.
• Listen to the ever changing customer and market needs to share insights with the product and marketing team.
• 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 the CRM ) for your book of business and forecast with accuracy.

Shift Timings
The role will follow
US shift timings (5:00 PM to 2:00 AM IST)
. However, territory allocation will be determined based on availability at the time of joining.

Requirements

• 3 - 6 years of quantifiable experience selling complex technology products with core strength in either hunting or farming sales motion with exposure to the other.
• At least 2 years of closing experience.
• Understanding of the SaaS business model and enjoy selling to a technical audience, while building mutual trust.
• 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.
• Exposure to tools around Sales Engagement (Outreach), Social Selling (LinkedIn Sales Navigator), CRM (Salesforce) and Data Provider (ZoomInfo, Lusha).

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