Associate - Deal Desk (Remote - Mumbai)

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 22 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.

Job Description:: Associate - Deal Desk (Remote - Mumbai)

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 22 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 Mumbai. Role in a Nutshell As an Associate - Deals Desk, you will be part of the Sales Strategy & Operations function, supporting a high-growth, fast-paced Sales & Field Operations organisation. In this role, you'll collaborate across functions and play a pivotal role in driving both top-line growth and bottom-line efficiency. You'll support the Sales organisation through the entire Lead-to-Cash lifecycle—including deal structuring, quote creation and approval, order form generation, revenue considerations, legal compliance, and contract management. Successful candidates will be problem solvers with strong interpersonal skills, capable of introducing constructive friction into deal negotiations while maintaining a positive and productive relationship with the Sales team. We're looking for candidates who understand what success looks like and are flexible, resourceful, and collaborative. We want individuals who are excited to join us in defining our long-term vision and the next steps to achieve it.

Job Responsibilities
● Serve as a trusted advisor to the Sales teams as a subject matter expert on deal policies, including pricing, contract terms, product configurations, and compliance requirements.
● Assist the Sales Organisation during the entire customer lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell.
● Monitor the Deals Desk queues for deal requests, ensuring requests are addressed thoughtfully and within the set SLA, prioritising workflow and managing request volumes to maximise efficiency and drive the urgency of deals
● Quarterback complex deals through the internal approval process by collaborating with Legal, Finance, Product, Sales Leadership, and other stakeholders.
● Identify gaps and recommend improvements in deal policies, systems, and workflows to streamline operations and enhance compliance.
● Drive cross-functional projects aimed at improving efficiency across Sales Operations.
● Build and maintain Salesforce (SFDC) dashboards, reports, and performance metrics to enable data-driven decision-making and sales visibility. Required

Qualifications
● Bachelor's degree or equivalent experience
● 4–6 years of experience in Deal Desk, Sales Ops, Revenue Ops, or related
 functions
● Outstanding analytical background with strong problem-solving skills
● Great interpersonal skills, including written and verbal communication
● Ability to build relationships and work collaboratively to get results
● Capable of explaining concepts clearly and credibly across all levels of the
organisation
● High level of attention to detail
● Proficiency in SFDC and familiarity with Configure, Price, Quote (CPQ) systems, preferably Zuora.

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 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