Senior Manager, Sales

Browserbase; San Francisco (CA); On-site; USD 332,000 - 415,000; Full time

Benefits offered by this job

401(k)

Daily catered lunches

Fully stocked kitchen

Unlimited AI tools credits

Medical, dental and vision

Job summary

Browserbase in San Francisco is seeking a sales leader to build and scale the Account Executive team across Velocity, Mid Market, and Enterprise, owning revenue and forecasting. You’ll coach AEs, partner with SDRs, SEs, and Technical CSMs to close larger, more complex deals.

This role emphasizes an operating rhythm with deal reviews, pipeline discipline, and repeatable playbooks, including velocity and enterprise motions. Remote work is not required as SF office presence is expected.

Qualifications

• Led a team of quota-carrying Account Executives for 4+ years.
• Track record closing complex, technical deals and improving the team.
• Familiarity with MEDDPICC or similar qualification framework.

Responsibilities

• Hire, onboard and develop Account Executives who raise the bar with every hire.
• Own the team's revenue target and forecast accurately each quarter.
• Run weekly deal reviews and coaching to lift win rates and deal size.
• Build high-quality pipeline through AE plays and strong SDR collaboration.
• Set clear engagement rules with SDRs, SEs and CSMs for consistent customer experience.
• Develop repeatable playbooks for segments and multi-year expansions.
• Lead strategic deals with executives through procurement, security, and legal.

Job description

We are a Series B startup that grew our revenue 5x in 2025 and are continuing to grow, fast. Backed by Kleiner Perkins, CRV, and Notable Capital, our team is building on our CEO's founding vision to power the world's best AI tools and help everyone automate the web.

About the role

You'll lead and scale our entire Account Executive team, across all segments (Velocity, Mid Market, Enterprise), as we continue to hone in on our fast growing land and expand business, and continue to scale our outbound enterprise grade sales motion. You'll own the entire sales number, coach AEs to win larger and more complex deals, and build the operating rhythm behind it, including forecasting, deal reviews, pipeline discipline, and clear partnership with our SDRs, Sales Engineers, and Technical Customer Success Managers. You'll be in the room on our most strategic deals with executive and technical buyers, while developing the next generation of sellers.

What you'll do

• Hire, onboard and develop Account Executives who raise the bar with every hire.
• Own the team's revenue target, with a forecast you commit to at the start of each quarter and land.
• Run weekly deal reviews and 1:1 coaching that lift win rates, deal size and sales velocity.
• Build high quality pipeline with the team through AE sourced plays, partners and ecosystems, a strong partnership with the SDR team, and expansion motion with our TCSMs.
• Set clear rules of engagement with SDRs, SEs and TCSMs, so every customer gets a 5 star experience from first call to renewal.
• Build repeatable playbooks for each segment, from larger initial deals to multi year agreements and expansion.
• Step into strategic deals alongside your AEs, from executive alignment through procurement, security and legal.
• Partner with Product, Marketing and Finance on pricing, packaging and the customer feedback loop.

What success looks like in year one

• The team never misses its revenue target, and your quarterly forecast lands close to the number you committed on day one. We pride ourselves on being closest to the pin (within ~3-5% accuracy).
• New AEs you hire hit their ramp milestones, and uplevel the existing team.
• You’ve nailed our velocity motion and outbound enterprise motion with true repeatability across all industries and verticals we target.
• You’ve scaled a deal review, forecasting and coaching cadence the whole team runs on.
• You are viewed as a trusted partner across your EPD counterparts to ensure the voice of the customer gets back to our team in a thoughtful, prioritized approach.

You're a good fit if you...

• Have led a team of quota carrying Account Executives for 4+ years
• Have a track record of closing complex, technical deals yourself, and of making the sellers around you better.
• Can point to people you've developed who became top performers or were promoted.
• Recruit A+ players and act quickly when someone isn't working out.
• Experience running both a velocity (land and expand) motion and an enterprise motion.
• Run your business with extreme rigor. You know your numbers and take immense pride in forecast accuracy.
• Have built or rebuilt a sales motion at a high growth company, not just inherited a working one.
• Are AI native, and have built workflows with tools like Claude that make you and your team better at deal inspection, coaching, and forecasting. Manual work is something you know how to eliminate quickly with AI so your team can focus on strategic work that matters. We believe in "sell 90," where your team is spending >90% of their time working with the customer.
• Fluency with a qualification framework such as MEDDPICC. You are a master in deepling understanding customer pain, and tying a solution to a company wide objective, not just an end user pain.
• Learn and adapt fast, bring humility, grit and a low ego, and are comfortable with ambiguity and change.
• Are willing to work from our San Francisco office 4 days a week, or to relocate.

We care less about years of experience and more about the qualities and results above.

Nice to haves

• Experience selling, or leading teams selling, developer tools, APIs, infrastructure or usage based products.
• Experience co selling with cloud partners or marketplaces such as AWS or Microsoft.

Why you should join us

• Build and lead the sales team at a category defining infrastructure company, during its fastest growth.
• Shape how we sell across segmentation, playbooks, pricing and the operating rhythm of the team.
• High visibility to leadership, and real impact on product and company direction.
• You are the first sales leadership hire outside of our Head of GTM. This role has a direct path to scaling the organization and will be a true owner of the business.
• Work alongside people who are the top 1%.
• Competitive salary, variable compensation and meaningful early-stage equity
• Medical, dental and vision coverage for you and your dependents
• 401(k)
• Daily catered lunches and a fully stocked kitchen in our downtown San Francisco office
• Unlimited access to AI tools and credits
• Regular team offsites and company events

OTE (includes base + commission)

$332,000 - $415,000 USD

If you need a reasonable accommodation at any point during the application or interview process, please contact your recruiter.