Senior Associate - Strategy & Operations

BrowserStack; Mumbai; Hybrid; INR 1,500,000 - 3,200,000; Full time

Benefits offered by this job

Medical Insurance

Remote-First policy

Remote work allowance

Paid time off

Job summary

BrowserStack is a leading cloud-based software testing platform enabling global customers to test with real devices and browsers. This remote-first role requires Mumbai-based candidates and focuses on building scalable sales processes, dashboards, and data-driven decisions across Sales, Finance, and Product teams.

You will own projects from problem definition to actionable solutions, leveraging Salesforce and other tools, with a strong emphasis on analytics, reporting, and cross-functional

Qualifications

• MBA from a top institution is preferred.
• Experience in SaaS/BizOps or management consulting/Investment banking.
• Strong analytics and data-driven insight creation.
• Hands-on SalesForce reporting and sales analytics.

Responsibilities

• Own GTM and go-to-market strategies for the direct sales business.
• Design and maintain systems, tools, and processes to scale sales.
• Create dashboards to track key metrics and risks for stakeholders.
• Collaborate with Finance, Engineering and Product to drive roadmaps.

Skills

Sales operations

Data analytics

SQL

Salesforce

BI dashboards

Cross-functional

Presentation skills

Education

MBA

IIT/tech qualification

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

ZoomInfo

BI tools

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.

• GTM strategy to drive expansion and growth
• Systems/Tools/ Processes design
• sales enablement
• sales compensation
• sales funnel optimisation & BI
• 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 2-4 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.

Benefits:

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.