Lead - Strategy & Operations

BrowserStack; Mumbai; Hybrid; INR 1,800,000 - 3,600,000; Full time

Benefits offered by this job

Medical Insurance

Gratuity

Paid Time Off 25 days

Remote-First

Home office allowance

Job summary

BrowserStack is a remote-first software testing platform based in Mumbai. The Sales Operations team drives GTM strategy, builds scalable sales processes, and enables the sales force with data-driven insights and dashboards.

The role requires 4+ years in BizOps or related fields, with strong analytics, Salesforce, and reporting skills. MBA and IIT/tech background are advantageous in a fast-paced startup environment.

Qualifications

• 4+ years in management consulting, investment banking, or BizOps in tech

Responsibilities

• Understand sales systems and design scalable processes with stakeholders
• Own projects from problem to data-driven solution
• Develop dashboards and data insights for sales leadership
• Coordinate with Finance, Engineering and Product to drive roadmaps
• Build SFDC reports and sales analytics for stakeholders at all levels

Skills

Analytics

Sales Ops

SQL

Stakeholder mgmt

Communication

Education

MBA

IIT/tech qualification

Tools

Salesforce

Outreach

LinkedIn Navigator

ZoomInfo

Job description

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 position; however, the role requires the candidate to be based in 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.

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

• Medical Insurance: Comprehensive INR 5,00,000 coverage for employee, spouse, up to 2 dependent children, and parents or parents-in-law.
• Statutory Benefits: Gratuity per the Payment of Gratuity Act, 1972.
• Paid Time Off: 25 days of paid leave annually (Annual & Sick Leave) plus gazetted public holidays and special life-event leaves.
• 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.

At BrowserStack we’re building the testing infrastructure for the world. We’re extremely curious, passionate, and customer-obsessed about our mission of empowering developers to build amazing experiences. We know we’ll grow only when our people grow - so we build teams that are open, transparent, collaborative, and above all supportive. We’re remote-first, giving our people the choice to work from the setting that suits them best - whether that’s at home or in a co-working space. It’s our core values that bring us all together and drive everything we do. We’re thinkers, movers, innovators, and doers who believe no feat is too big to achieve. We strive to deliver awesome results, fast; and in that way, we’re a lot like you.