Senior Enterprise Sales Account Executive (Remote - Seattle)

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

Role in Nutshell:

As an Enterprise Account Executive you will be part of BrowserStack success stories and help writing about it. You will be working with major enterprise corporations to help enlarge BrowserStack footprint. You will be a playmaker who brings together the functions of Sales, Marketing, Client Success, Engineering & Products in front of the client for world-class, unique, meaningful & productive customer experience. The role will require you to Strategically prospect into CTOs, Engineering, IT Leaders etc to position BrowserStack as the preferred platform for all their software testing needs

Job Responsibilities:

• Generate sales revenue through prospecting, nurturing and closing business in the Enterprise Segment; Build and manage your sales pipeline for strong coverage ratios; achieve quarterly revenue targets
• Become a product and industry expert and trusted partner for our customers
• Manage the entire account lifecycle from account strategy, customer engagement, solution development and contract negotiation; meet or exceed quarterly revenue quota
• Develop, maintain and grow executive relationships in your target account to expand revenue potential and ensure contract renewals
• Work with all levels of GTM leadership to continuously improve key sales management processes like territory planning, lead/pipeline/opportunity management and KPI reporting
• Maintain excellent data discipline in salesforce.com for your book of business

Requirements

• 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; excellent verbal and written communication skills with strong phone/video conference presence
• New logo acquisition sales in B2B software with a strong track record of success; experience with full lifecycle of enterprise sales from qualification, discovery, solution definition to closing
• Persistent and optimistic problem solver with a vibrant, assertive and energetic attitude, strong work ethic and driven to succeed
• Passionate about Internet technologies, SaaS; extreme customer-centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment