Team Lead Business Development (Remote)

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

Job Responsibilities:

As a Lead - Sales Development at BrowserStack, you will lead a dynamic and growing Sales Development team in a fast-paced environment. Reporting to the Manager - Sales Development, you will play a pivotal role in shaping the future of the sales pipeline by driving top-of-funnel activity and nurturing a team of Business Development Representatives (BDRs) to ensure they reach their full potential. You’ll be a key contributor to the company’s growth, working in a start-up-like atmosphere that encourages innovation and agility, while collaborating closely with cross-functional teams.

This hands-on leadership role requires a strategic thinker passionate about coaching and developing high-performing sales teams, optimizing processes and aligning sales strategies with the company’s overall business goals.

Key Responsibilities:

• Lead & Manage the Sales Development Team:
  Oversee day-to-day operations of the Sales Development team, ensuring high performance, consistent execution, and alignment with business objectives. Foster a collaborative and goal-oriented environment.

• Recruit, Train & Develop:
  Hire, train, and coach a team of highly driven and motivated Business Development Representatives (BDRs). Provide ongoing mentorship to improve team members' skills in prospecting, communication, and lead qualification.

• Optimize Sales Development Processes:
  Continuously assess the efficiency and effectiveness of the sales development process. Identify areas of improvement and implement best practices to optimize the team’s performance.

• Monitor Performance Metrics:
  Set and monitor team KPIs, ensuring they meet or exceed lead generation, prospecting, and pipeline contribution expectations. Use data to analyze trends, diagnose bottlenecks, and improve team productivity.

• Coaching & Developing Talent:
  Provide regular coaching on tools, processes, and strategies. Ensure BDRs stay updated on the latest product features, industry trends, and selling techniques to increase their ability to convert leads into opportunities.

• Salesforce & CRM Management:
  Ensure accurate documentation of all sales activities, customer interactions, and lead information in Salesforce. Develop and maintain reporting dashboards to track progress.

• Collaborate with Cross-functional Teams:
  Partner with Marketing, Sales, Product, and other stakeholders to align Sales Development efforts with broader go-to-market strategies. Ensure smooth lead handoff between BDRs and Account Executives for seamless prospect engagement.

• Career Development for BDRs:
  Work closely with BDRs to create individualized development plans, ensuring they are on a path toward career growth within the organization. Build a culture of success and advancement within the team.

• Strategic Prospecting and Territory Management:
  Assist in developing new strategies for engaging with high-potential prospects and territories, refining lead generation tactics, and identifying emerging market opportunities.

Qualifications & Experience:

• 7+ Years of Sales Development Experience:
  A proven track record in Sales Development, particularly in SaaS or B2B technology sales. A strong understanding of the sales development lifecycle and experience leading a high-performing team of SDRs/BDRs.

• Experience Selling Complex Technology Products:
  Demonstrated ability to understand and sell sophisticated, technology-driven solutions, and navigate long, complex sales cycles with multiple stakeholders.

• Leadership Experience:
  At least 2+ years of experience managing a team of junior Sales Development Representatives or Business Development Representatives. A natural leader with strong team-building and mentoring skills.

• Proficiency in Sales Tools & Platforms:
  Expertise in prospecting tools and platforms such as Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator, and data enrichment tools. Strong understanding of lead generation, data cleansing, and prospecting best practices.

• Process-Oriented & Analytical Mindset:
  Ability to identify inefficiencies, troubleshoot challenges and create process improvements. Skilled at using data to inform decisions, evaluate team performance, and optimize strategies.

• Excellent Communication & Collaboration Skills:
  Ability to communicate effectively with team members, stakeholders, and leadership. Comfortable collaborating cross-functionally and working within a team-based environment to achieve company goals.

• Highly Motivated & Results-Driven:
  Passionate about driving results, taking ownership, and inspiring a team to meet or exceed sales development targets.

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