Manager - Commercial Sales

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.

About the Role:

We are looking for a dynamic Sales Manager who has a passion for sales and a hunger to achieve targets. The key focus will be to manage a team of Mid Enterprise Account Executives, each of whom own a book of Commercial accounts. Enable end-to-end sales process; hire, train, mentor the team to execute account growth strategies against a quota.

As a Sales Manager, this role will involve bringing industry know-how, knowledge of best practices, nurturing & growing talent.

The role encompasses account & relationship management, prospecting, lead generation and conversion to close business via both upsells and cross-sells. The candidate will require prior experience generating pipeline through outbound channels along with end-to-end responsibility to drive the pipe to closure.

In this role, the Sales Manager will manage a team that sells to global geographies - US, Europe, Asia Pacific - so the candidate will be expected to be comfortable working shifts.

This is a
remote opportunity
. But the base location of the role holder has to be Bangalore / Hyderabad / Pune.

Key Responsibilities:

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 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. and 2 years managing a team.
• 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.Domain:
• Understanding the cloud computing business model and enjoy selling to a technical audience, while building mutual trust Personal
• Embrace a value based and solution oriented approach to selling, ensuring your customers receive value from the products they buy from you.
• 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.
• Functional:
• 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 and related CRM applications.
• International selling experience is not a must-have but will be a positive

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