Account Executive – Farming (Remote, Pune)
BrowserStackWho 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 role, but the candidate must be based in Pune.
Role in a nutshell:
We are looking for a dynamic Account Executive (Remote) 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.
Requirements:
Experience: 3-6 years of quantifiable experience selling complex technology products, with a core strength in a "farming" or account management sales motion, and a demonstrated ability to "hunt" and close new business.
Technical Acumen: A strong understanding of the SaaS business model and a genuine passion for selling to a technical audience (e.g., developers, QA professionals).
Track Record: Proven ability to consistently achieve and exceed sales quotas in a high-growth environment.
Sales Process: Experience with the full sales lifecycle, from prospecting and lead generation (cold calling, emails, LinkedIn) to solution definition, contract negotiation, and account growth.
Tool Proficiency: Hands-on experience with sales engagement platforms (e.g., Outreach), social selling tools (e.g., LinkedIn Sales Navigator), and CRM software (e.g., Salesforce).
Communication: Excellent verbal and written communication skills with the ability to build mutual trust and rapport with technical and business stakeholders at all levels.
Self-Starter: A motivated, independent, and results-oriented professional who thrives in a fast-paced, remote work environment.
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