Account Executive - Enterprise Sales ( Pune / Hyderabad )

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 aremote opportunity. But the base location of the role holder has to be inHyderabad/Pune Remote

Role in nutshell:

The role allows you to work with the biggest brands in the world, with deep pockets, and high propensity to buy BrowserStack solutions. Enterprise sales motion is of challenger sales - identify the top industry challenges/pain points, identify which of these are relevant for your customer and how our solutions can help our customer’s with their OKRs. The role requires value-based selling and not the traditional product-led selling.

You will manage a list of Enterprise accounts, and will be given BDR, CSM/TAM and CE support to create personalized messaging for IT and business stakeholders for our customers.

This role will report to the Sales Manager in the respective enterprise segment and an exciting opportunity to learn how Enterprise Sales is done across the world through value-led selling.

Desired experience:

• 7 to 10 years of quantifiable experience selling complex technology products with at least the last 3+ years in an outbound lead generation to closing role; end-end sales.
• Experience with the full lifecycle of sales from outbound lead generation: identifying prospects, qualification, establishing relationships, to closing and account growth.
• Understanding the cloud computing business model and enjoying selling to a technical audience.
• Experience selling to international markets, working with complex deals and C-level executives.
• Cross-collaborative skills: coordinating cross-functionally, working closely with BDRs
• A tech background is highly desirable

What will you do?

• Research customers’s industries and their pain points, and creating personalized messaging
• Identifying industry sales plays, and/or leading with the Test Platform messaging that will enable you to meet persona’s in customer’s that are empowered to make big decisions.
• Outbound lead generation: identifying prospects, qualification, establishing a relationship
• Generating revenue, managing renewals, and the end-to-end sales cycle.
• Manage accounts to expand revenue potential and ensure quota achievement.
• Expectation of time spent: 20% research/message creation, 15% inbound request handling, 30% on prospecting leads, 25% pipeline progression and 10% deal closing.
• Cross-collaboration with the Manager, Customer Success, Renewals, and Business Development Representatives.
• Maintain excellent data discipline in salesforce.com for your book of business
• Cater to global markets