Account Executive- Specialist 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.

Role in a nutshell:

As an Account Executive – Specialist Sales, you will play a pivotal role in scaling BrowserStack's deep-tech product lines—across categories such as API Testing, Salesforce Testing, AI Ops, Load Testing, Test Management, and Accessibility.

This is a high-impact, high-visibility role where every action directly influences the trajectory of the assigned product line. You'll operate with a Hunter mindset inside a Farming motion, selling specialist products exclusively into existing BrowserStack customers. While core Account Execuives own customer relationships, you own the end-to-end specialist sales cycle.

You will run deep discovery, map technical pain points to product capabilities, drive competitive displacement, influence pipeline generation, and close complex, multi-stakeholder deals across global markets.

Alongside driving revenue, you will collaborate with Account Executives and BDRs on targeted outreach, run product-focused events and customer sessions, and be a subject matter expert for your product category within the organization.

What Will You Do?

1. Drive Specialist Product Revenue

2. Own and achieve quarterly quotas of USD $800k–$1M per quarter across assigned accounts.

3. Manage multiple high-value deals in parallel, with deal cycles ranging 6–8 months and average sizes of $50k–$60k.

4. Lead End-to-End Sales Cycles

5. Own qualification, deep discovery, solutioning, technical validation, negotiation, and closure for specialist products.

6. Consultative, Technical Selling

7. Understand customer maturity, pain points, and use cases across engineering, QA, DevOps, and leadership teams.

8. Deliver compelling product demonstrations that clearly articulate technical and business value.

9. Lead competitive positioning against TestRail, Xray, SmartBear, Tricentis, and similar tools.

10. Pipeline Generation & Market Penetration

11. Work with AMs and BDRs to identify high-potential accounts and drive top-of-funnel activity.

12. Run targeted initiatives—webinars, workshops, deep-dive sessions, and cluster-based outreach—to build pipeline within your product category.

13. Subject Matter Expertise

14. Become the internal SME for your specialist product.

15. Partner with Product, Solutions Engineering, and Enablement teams to influence GTM strategy and share insights from the field.

16. Cross-Functional Collaboration

17. Work seamlessly with AEs, SEs, BDRs, and Product teams in a matrixed setup.

18. Provide structured feedback on feature gaps, competitive insights, and customer requirements

Desired Experience

Must-Haves

• 4–8 years of experience selling complex, technical SaaS products.
• Proven track record managing multi-stakeholder, long-cycle deals.
• Strong experience selling developer tools, QA/DevOps platforms, API testing, cloud infra, or engineering products.
• Global selling experience-preferably to US and EU customers.
• High energy and resilience with the ability to sustain fast-paced sales activity.
• Technical curiosity and the ability to simplify and communicate deep technical concepts.

Nice-to-Haves

• Experience in test management, accessibility, DevTools, API platforms, or cloud-native technologies.
• Strong presentation, storytelling, and relationship-building skills.
• Competitive displacement mindset with a willingness to constantly learn and adapt.

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