Senior Associate - Sales Strategy and Operations

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

About the Role:

The sales operations function at BrowserStack owns the go-to-market strategy for the direct sales business and works with internal functions including Sales, Engineering, Product, Finance and HR to build and operationalise the GTM strategy. The scope of the function spans - Systems, Tools & Processes, GTM strategy & sales enablement, sales compensation, sales funnel optimisation & BI and reporting.

Key Job Responsibilities and desired experience

● Hands-on experience in building data models and tracking key performance metrics

● Create insightful dashboards to track key metrics, identify potential risks and act as a key enabler to the sales force

● Using SQL data queries, help answer specific business questions by writing a clear, usable

project plan and executing with minimal guidance

● Understanding of fundamental sales concepts such as pipeline, forecasting, account and territory distribution, variable compensation plan and CPQ

● Own individual projects, starting with a broad business problem in the sales domain, break it down into smaller actionable items and identify data-driven solutions to drive impact

● Develop and implement databases, data collection systems, data analytics and other strategies that optimize statistical efficiency and quality

● Data Modelling & Visualizations – Build/maintain historic data for the function and create

forecasting models for futuristic projections

● Expertise in BI tools (preferably Looker), building and maintaining enterprise level dashboards.

Passion for Data Visualization and driving user adoption of dashboards

● Provide ongoing support in the design and execution of new sales tactics, strategies and campaigns

Preferred Qualification:

● 3- 5 years of experience in Data Analytics, Sales Operations, Growth Roles

● Graduation from a tier 1 institution

● Strong knowledge of and experience with databases (SQL etc)

● Strong understanding of Salesforce and other related tools

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 anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience