Senior Lead - Strategy & Operations

BrowserStack; Maharashtra; Remote; INR 4,000,000 - 7,000,000; Full time

Benefits offered by this job

Medical Insurance

Gratuity

Paid Time Off 25 days

Remote-First work environment

Remote-First Allowance

Job summary

BrowserStack, a remote-first software testing platform, is seeking a Senior Strategy & Operations professional based in Mumbai. You will partner with Marketing and GTM leaders to shape priorities, growth strategy and an operational plan aligned to company objectives.

The role focuses on enabling effective marketing, driving strategic planning, and delivering data-driven insights. You will manage cross-functional programs, conduct market research, and support Salesforce-driven account

Qualifications

• 6–8 years in Strategy or Management Consulting.
• 5+ years in Marketing/Sales Strategy and Research.
• Experience with SQL for reports and insights; familiarity with ZoomInfo, LinkedIn Sales Navigator, Apollo, Lusha.
• MBA from a top-tier school; IIT or tech qualification a strong plus.
• Experience with ICP identification across segments and product portfolios.
• Strong data analytics, problem solving and communication skills.
• Ability to manage multiple projects in a fast-paced startup environment.

Responsibilities

• Analyse unstructured, ambiguous and complex challenges using qualitative and quantitative data.
• Make recommendations and translate them into actionable plans.
• Design and execute research to support decision-making, and marketing/brand strategies, campaign development, and product/solutions development
• Develop, implement, and maintain account intelligence strategies to identify profitable, high-potential accounts, and garnish and retain customer base.
• Strategic Analysis: Conduct in-depth analysis of market trends, industry developments, and competitive landscapes to provide valuable insights that inform our corporate Strategy and executive decision-making.
• Data-driven Insights: Utilise data analytics and business intelligence tools to extract meaningful insights from various data sources, enabling informed strategic choices at the executive level.
• Market Opportunities: Identify new market opportunities and emerging trends that align with the organization's goals, enabling proactive decision-making to capitalize on these opportunities.
• Competitive Intelligence: Monitor and analyse competitor activities, market positioning, and product offerings to help the organisation maintain a competitive edge.
• Marketing Database Hygiene: Should be able to handle large volumes of unstructured and structured marketing database/information for maintaining data accuracy by conducting regular data checks/ cleansing and should also work on collecting and populating the accurate info for all the missing fields using secondary research, data mining and profile techniques
• Integrate data from multiple sources into a unified intelligence platform, and adjust database management to reflect changes, including adding new contacts and correcting inaccuracies
• CRM Tool Handling (Salesforce) – Detailed understanding/exp working on salesforce tool is a plus, end to end handling of Salesforce CRM tool. Conducting quality checks for the data/information collected by the team members before up- loading into salesforce. Preparing reports to ensure all the data is correctly mapped and accurate.
• Own the account, contact and lead enrichment activities along with its reporting and insights

Skills

Strategy

Management Consulting

Marketing Strategy

SQL

Salesforce

ICP Identification

Data Analytics

Education

MBA

IIT or Tech Qualification

Tools

ZoomInfo

LinkedIn Sales Navigator

Apollo

Lusha

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 a Nutshell

• Lead/Senior Lead, Business Strategy and Operations position will be responsible for partnering closely with functional leaders across Marketing and GTM to develop a shared set of priorities, growth strategy and operational plan. You will ensure our strategy is coordinated and cohesive, and supports our company objectives. As a key partner to Marketing leaders, you will act as a liaison between Marketing and the wider GTM teams, including Sales, GTM Strategy & Planning, and Financial Planning teams.
• In this role you will be required to meet our goals of supporting & optimizing all operations & technology to enable effective marketing at BrowserStack. This role will be a critical partner to the Marketing organisation for leading strategic planning and generating insights that drive Marketing performance.
• You will also conduct and support primary and secondary research projects and create relevant insights on market trends, market sizing, market forecasting, company bench- marking, customer needs, and competition that inform product, customer, and go-to-market strategies.

What Will You Do?

• Analyse unstructured, ambiguous and complex challenges facing the organisation making judicious use of qualitative and quantitative data; gather insights, define problems and identify underlying opportunities.
• Make compelling recommendations; develop a tactical plan to execute and translate them into results.
• Design and execute best-in-class quantitative and qualitative research to support decision-making, and strategic planning and shape marketing/brand strategies, campaign development, and product/solutions development
• Develop, implement, and maintain account intelligence strategies to identify profiitable, high-potential accounts, and garnish and retain customer base.
• Strategic Analysis: Conduct in-depth analysis of market trends, industry developments, and competitive landscapes to provide valuable insights that inform our corporate Strategy and executive decision-making.
• Data-driven Insights: Utilise data analytics and business intelligence tools to extract meaningful insights from various data sources, enabling informed strategic choices at the executive level.
• Market Opportunities: Identify new market opportunities and emerging trends that align with the organization's goals, enabling proactive decision-making to capitaliize on these opportunities.
• Competitive Intelligence: Monitor and analyse competitor activities, market positioning, and product offerings to help the organisation maintain a competitive edge.
• Marketing Database Hygiene: Should be able to handle large volumes of unstructured and structured marketing database/information for maintaining data accuracy by conducting regular data checks/cleansing and should also work on collecting and populating the accurate info for all the missing fields using secondary research, data mining and profile techniques
• Integrate data from multiple sources into a unified intelligence platform, and adjust database management to reflect changes, including adding new contacts and correcting inaccuracies
• CRM Tool Handling (Salesforce) – Detailed understanding/exp working on salesforce tool is a plus, end to end handling of Salesforce CRM tool. Conducting quality checks for the data/information collected by the team members before up- loading into salesforce. Preparing reports to ensure all the data is correctly mapped and accurate.
• Own the account, contact and lead enrichment activities along with its reporting and insights

Desired Experience

• 6 - 8 years of experience, with a minimum of 5 years in Strategy or Management Consulting, preferably with a leading global consulting firm or in a high-impact Corporate Strategy role within a leading B2B SaaS or technology company.
• At least 5 years experience in Marketing/Sales Strategy, Research roles for Marketing/Sales teams, using secondary and tertiary research methods.
• Must have exposure in SQL to create reports, analyses & insights Knowledge of working with tools like ZoomInfo, LinkedIn Sales Navigator, Apollo,Rocket Reach, Lusha, Traxcn, etc.
• Proven experience in working with ICP identification across different segments and product portfolios.
• Advanced ability to analyze data and summarize information from multiple sources, including large and complex data sets to perform market, industry, financial and economic analyses. Structured thinking, strong problem-solving and communication skills, and the ability to prioritize in a fast-paced environment
• Proficient in analytics and be able to develop actionable insights using data. Be able to multitask, prioritize, rapidly iterate, and manage communications with different functions in a fast-paced startup environment.
• Excellent project management skills; ability to manage multiple projects simultaneously, often with non-congruent timelines.
• An MBA from a class A institution and an IIT or technology qualification will be a strong 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