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
Hyderabad/Chennai/Pune/Delhi NCR/ Mumbai/Bangalore.
Job Responsibilities
As a Lead - Sales Development at BrowserStack, you will lead a dynamic and growing Sales Development team in a fast-paced environment. Reporting to the Manager - Sales Development, you will play a pivotal role in shaping the future of the sales pipeline by driving top-of-funnel activity and nurturing a team of Business Development Representatives (BDRs) to ensure they reach their full potential. You’ll be a key contributor to the company’s growth, working in a start-up-like atmosphere that encourages innovation and agility, while collaborating closely with cross-functional teams.This hands-on leadership role requires a strategic thinker passionate about coaching and developing high-performing sales teams, optimizing processes and aligning sales strategies with the company’s overall business goals.
Key Responsibilities
- Lead & Manage the Sales Development Team: Oversee day-to-day operations of the Sales Development team, ensuring high performance, consistent execution, and alignment with business objectives. Foster a collaborative and goal-oriented environment.
- Recruit, Train & Develop: Hire, train, and coach a team of highly driven and motivated Business Development Representatives (BDRs). Provide ongoing mentorship to improve team members' skills in prospecting, communication, and lead qualification.
- Optimize Sales Development Processes: Continuously assess the efficiency and effectiveness of the sales development process. Identify areas of improvement and implement best practices to optimize the team’s performance.
- Monitor Performance Metrics: Set and monitor team KPIs, ensuring they meet or exceed lead generation, prospecting, and pipeline contribution expectations. Use data to analyze trends, diagnose bottlenecks, and improve team productivity.
- Coaching & Developing Talent: Provide regular coaching on tools, processes, and strategies. Ensure BDRs stay updated on the latest product features, industry trends, and selling techniques to increase their ability to convert leads into opportunities.
- Salesforce & CRM Management: Ensure accurate documentation of all sales activities, customer interactions, and lead information in Salesforce. Develop and maintain reporting dashboards to track progress.
- Collaborate with Cross-functional Teams: Partner with Marketing, Sales, Product, and other stakeholders to align Sales Development efforts with broader go-to-market strategies. Ensure smooth lead handoff between BDRs and Account Executives for seamless prospect engagement.
- Career Development for BDRs: Work closely with BDRs to create individualized development plans, ensuring they are on a path toward career growth within the organization. Build a culture of success and advancement within the team.
- Strategic Prospecting and Territory Management: Assist in developing new strategies for engaging with high-potential prospects and territories, refining lead generation tactics, and identifying emerging market opportunities.
Qualifications & Experience
- 7+ Years of Sales Development Experience: A proven track record in Sales Development, particularly in SaaS or B2B technology sales. A strong understanding of the sales development lifecycle and experience leading a high-performing team of SDRs/BDRs.
- Experience Selling Complex Technology Products: Demonstrated ability to understand and sell sophisticated, technology-driven solutions, and navigate long, complex sales cycles with multiple stakeholders.
- Leadership Experience: At least 2+ years of experience managing a team of junior Sales Development Representatives or Business Development Representatives. A natural leader with strong team-building and mentoring skills.
- Proficiency in Sales Tools & Platforms: Expertise in prospecting tools and platforms such as Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator, and data enrichment tools. Strong understanding of lead generation, data cleansing, and prospecting best practices.
- Process-Oriented & Analytical Mindset: Ability to identify inefficiencies, troubleshoot challenges and create process improvements. Skilled at using data to inform decisions, evaluate team performance, and optimize strategies.
- Excellent Communication & Collaboration Skills: Ability to communicate effectively with team members, stakeholders, and leadership. Comfortable collaborating cross-functionally and working within a team-based environment to achieve company goals.
- Highly Motivated & Results-Driven: Passionate about driving results, taking ownership, and inspiring a team to meet or exceed sales development targets.
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
