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 BrowserStack
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-CertifiedTM 2020-21
● Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi
● Ranked in Forbes Cloud 100 in 2024
● Featured in LinkedIn Top Startups India 2018
Role in a Nutshell
As an Account Executive - Inbound Sales at BrowserStack, you’ll be part of a high-velocity, high-impact team focused on driving net-new customer acquisition across global markets. You’ll own the sales cycle end-to-end - from qualifying warm, market-generated or cold, prospected leads to closing deals and ensuring early-stage account growth.
Key Responsibilities
● Take ownership of a set of global accounts - covering both hunting (new logos) and farming (account growth) motions.
● In the hunting motion, focus on engaging and converting market qualified/prospected leads
(e.g., product sign-ups, demo requests, or content-engaged prospects).
● Manage the entire sales lifecycle from customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota.
● Execute all phases of the pipeline, and push deals through the sales cycle towards closure.
● Build and execute comprehensive territory and account plans to hit quota.
Job Description | AE - Inbound Sales
● Engage with C-level stakeholders to pitch, position value, negotiate and close.
● Drive expansion opportunities (upsell/cross-sell) and build strong executive relationships.
● Collaborate with GTM teams to improve processes: territory planning, KPI reporting, lead and opportunity tracking.
● Maintain high data hygiene in Salesforce and other tools.
● Meet and exceed revenue targets and pipeline coverage ratios.
Shift Timings
The role will follow US shift timings (5:00 PM to 2:00 AM IST). However, territory allocation will be determined based on availability at the time of joining.
Requirements
● Proven work experience as an Account Manager, Account Executive, Inside Sales Manager or relevant role.
● 2-5 years of quantifiable, sales experience in B2B software with a strong track record of success; experience with full lifecycle of sales from qualification, solution definition to closing.
● Preferred experience of sales prospecting & CRM tools like Linkedin Sales Navigator, Outreach, Zoom info, Lusha, Salesforce etc.
● Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization.
● Experience in international (Americas/ Europe/ APAC) markets.
● Preferred SaaS experience with technology background & exposure to sales frameworks BANT, MEDDIC etc.
● Strong willingness and ability to uncover opportunities by communicating a highly differentiated value proposition to open doors at new accounts or expand deals at existing accounts.
● Passionate about Internet technologies, SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment.
Benefits
In addition to your total compensation, you will be eligible for the following benefits, which will be governed by the Company policy:
● Medical insurance for self, spouse, up to 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 well-being, rest and rejuvenate, and
spend quality time with family and friends.
● Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces,
wellbeing to ensure an amazing remote work experience.
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