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

You will be joining the Sales Strategy & Operations function in supporting high growth, fast-paced Sales & Field Operations org.

In this role, you will have the opportunity to work with multiple functions and significantly impact both the top line and bottom line. You will support the sales organization throughout the entire quote-to-cash lifecycle—covering deal structure, quote creation and approval, order forms, revenue, legal review, and compliance—while continuously striving to enhance and streamline the sales process.

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.

Location

This role requires the candidate to be based in Mumbai or should be open to relocate to Mumbai

Shift Timings

The shift timing of the role is 3 PM to 12 AM IST

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 Organization 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, prioritizing workflow and managing request volumes to maximize efficiency and drive the urgency of deals

• Quarterback deals through the sales cycle & internal approval process collaboration with the appropriate cross-functional teams (Sales Leadership, Legal, Accounting, Billing, Product, etc.).

• Identify gaps and suggest improvements to policies, processes, and systems to enhance compliance during the contracting process and boost sales productivity.

• Help drive projects and initiatives focused on improving efficiency and simplifying processes throughout the Sales operations and Sales organization.

• Create and maintain Sales Dashboards, SFDC Reports, and performance metrics to support Sales teams with actionable insights and data-driven decision-making.

Required Qualifications

• Experience - 4 to 6 years (total experience)

• Proficiency in SFDC and familiarity with Configure, Price, Quote (CPQ) systems, preferably Zuora.

• Bachelor’s degree or equivalent experience

• 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 organization

• High level of attention to detail

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