Lead - Sales Strategy & Operations

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 role requires the candidate to be based in Mumbai or should be open to relocate to Mumbai Role in Nutshell: 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 - GTM strategy to drive expansion and growth, Systems/Tools/ Processes design, sales enablement, sales compensation, sales funnel optimisation & BI and reporting. What will you do? Understand underlying systems and sales motions, and work with relevant stakeholders to build scalable sales processes 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 Have a deep understanding of our sales tech stack which includes Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo etc. and formulate plans for optimal adoption and usage Create insightful dashboards to track key metrics, identify potential risks and act as a key enabler to the sales force Work with relevant stakeholders including Finance, Engineering, and Product teams to drive the project roadmap, and implement the solution Build an understanding of the sales funnel, identify relevant metrics to track the health of the business, and use SQL queries / build SFDC dashboards to analyse and present key insights to stakeholders at different levels in the company Desired Experience: At least 4+ years of relevant experience at management consulting firms or investment banks; or similar BizOps experience in the technology domain Structured thinking, strong problem-solving skills & a solid business sense Proficient in analytics and be able to develop actionable insights using data Be able to multitask, prioritise, rapidly iterate and manage communications with different functions in a fast-paced startup environment Strong interpersonal, communication and presentation skills. Background and experience in technology is highly preferred Experience in SaaS and enterprise software is a plus An MBA from a class A institution and an IIT or technology qualification will be a strong plus Understanding of fundamental sales concepts such as pipeline, forecasting, account distribution, variable compensation is a plus Hands-on experience on SalesForce - ability to generate reports, drive sales-specific analysis, and present actionable insights is a plus. 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