Account Executive (Farming) - Commercial Sales (Remote - Bangalore)

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 is a remote opportunity; but the base location of the role holder has to be Bangalore, Karnataka.

Role in a Nutshell

We are looking for a dynamic Account Executive with a proven track record in high-velocity, account-based sales. Reporting to the Sales Manager, you will be part of a high-performing team responsible for driving revenue growth from our existing commercial-segment customers. The key focus will be to take ownership of a book of accounts, with a strong emphasis on 'farming' motions - identifying and capitalizing on opportunities for upsell and cross-sell within those accounts. You will also be responsible for 'hunting' new logos within your assigned territory, landing new business and building a foundation for future growth.

This will be a hands-on position in a typical start-up environment, so we are looking for a motivated self-starter who isn't afraid to roll up their sleeves and contribute across many different tasks. The role will involve selling our comprehensive testing platform to a technical audience of global customers, so the candidate will be expected to work in the US shift.

Key Responsibilities

• Strategic Account Farming : Take ownership of a defined book of commercial accounts. Proactively build and manage relationships with key stakeholders and decision-makers within existing customer organizations, including developers, QA engineers, and engineering leaders.
• Expansion and Growth : Deeply understand the customer's business and their software development lifecycle to identify and qualify opportunities for account expansion. Drive adoption of new BrowserStack products (e.g., App Automate, Percy, Accessibility Testing) and increase seat count to maximize the value delivered to the customer.
• Full-Cycle Sales Ownership : Manage the entire sales lifecycle for both expansion and new business. This includes conducting discovery calls to uncover technical and business pain points, delivering compelling product demonstrations, building custom proposals, and negotiating contracts to closure.
• Hunting for New Business : Actively prospect within your assigned territory to land new logos. This includes cold calling, sending highly personalized emails, and leveraging social media (e.g., LinkedIn) to generate qualified leads and pipeline.
• Value-Based Solution Selling : Employ a consultative sales methodology to articulate how BrowserStack's platform solves complex technical challenges for developers and QA teams, such as ensuring cross-browser and cross-device compatibility at scale.
• Collaboration : Work closely with Customer Success, Support, and Product teams to ensure seamless customer onboarding, a high-quality user experience, and to provide valuable market feedback to inform product development.
• Sales Strategy and Forecasting : Build and maintain a robust sales pipeline in Salesforce.com, ensuring a strong coverage ratio. Develop and execute account plans, and forecast with a high degree of accuracy to consistently achieve quarterly revenue targets.
• Market and Product Expertise : Maintain a deep understanding of the software testing and DevOps ecosystem, including competitor products and industry trends. Stay updated on all new BrowserStack product features and offerings.

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

Benefits

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy :

Skills Required

Salesforce