Team Lead - Sales Development

BrowserStack; United States; Remote; USD 15,000 - 21,000; Full time

Benefits offered by this job

Medical Insurance

Gratuity

Paid Time Off - 25 days

Remote-First work environment

Remote-First Allowance for home office

Job summary

BrowserStack, a remote-first SaaS testing platform, is hiring a Team Lead - Sales Development to guide a growing SDR/BDR team from Mumbai, driving top-of-funnel activity and pipeline growth.

You will mentor a high-performing team, optimize processes, and align sales strategies with company goals, while collaborating with Marketing, Product and Sales. Remote-friendly, India-based leadership role.

Qualifications

• 7–10 years of Sales Development experience in SaaS or B2B tech.
• Experience selling complex technology products over long cycles.
• 2+ years of leadership, mentoring, and team-building.
• Proficiency with Salesforce, Outreach or SalesLoft, and LinkedIn Sales Navigator.
• Strong data-driven approach to optimize processes and performance.
• Excellent communication and collaboration skills across teams.
• Highly motivated and results-oriented with target-driven mindset.

Responsibilities

• Lead and manage the Sales Development team to high performance.
• Recruit, train and develop BDRs for improved prospecting and qualification.
• Optimize SD processes and implement best practices.
• Monitor KPIs and use data to drive improvements and results.
• Coach on tools, processes and selling techniques for the team.
• Ensure accurate Salesforce documentation and reporting dashboards.
• Collaborate with Marketing, Sales and Product on GTM strategies.
• Support BDR career development and create growth paths.
• Develop new prospecting strategies and territory plans.

Skills

SD Experience

Complex Tech Sales

Leadership

Sales Tools

Data-Driven

Communication

Results-Driven

Tools

Salesforce

Outreach

SalesLoft

LinkedIn Sales Navigator

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

As a Team Lead - Sales Development at BrowserStack, you will lead a dynamic and growing Sales Development team in a fast-paced environment. Reporting to the Manager - Sales Development, you will play a pivotal role in shaping the future of the sales pipeline by driving top-of-funnel activity and nurturing a team of Business Development Representatives (BDRs) to ensure they reach their full potential. You’ll be a key contributor to the company’s growth, working in a start-up-like atmosphere that encourages innovation and agility, while collaborating closely with cross-functional teams.

This hands-on leadership role requires a strategic thinker passionate about coaching and developing high-performing sales teams, optimizing processes and aligning sales strategies with the company’s overall business goals.

Desired Experience

• 7-10 Years of Sales Development Experience: A proven track record in Sales Development, particularly in SaaS or B2B technology sales. A strong understanding of the sales development lifecycle and experience leading a high-performing team of SDRs/BDRs.

• Experience Selling Complex Technology Products: Demonstrated ability to understand and sell sophisticated, technology-driven solutions, and navigate long, complex sales cycles with multiple stakeholders.

• Leadership Experience: At least 2+ years of experience managing a team of junior Sales Development Representatives or Business Development Representatives. A natural leader with strong team-building and mentoring skills.

• Proficiency in Sales Tools & Platforms: Expertise in prospecting tools and platforms such as Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator, and data enrichment tools. Strong understanding of lead generation, data cleansing, and prospecting best practices.

• Process-Oriented & Analytical Mindset: Ability to identify inefficiencies, troubleshoot challenges and create process improvements. Skilled at using data to inform decisions, evaluate team performance, and optimize strategies.

• Excellent Communication & Collaboration Skills: Ability to communicate effectively with team members, stakeholders, and leadership. Comfortable collaborating cross-functionally and working within a team-based environment to achieve company goals.

• Highly Motivated & Results-Driven: Passionate about driving results, taking ownership, and inspiring a team to meet or exceed sales development targets.

What Will You Do?

• Lead & Manage the Sales Development Team: Oversee day-to-day operations of the Sales Development team, ensuring high performance, consistent execution, and alignment with business objectives. Foster a collaborative and goal-oriented environment.

• Recruit, Train & Develop: Hire, train, and coach a team of highly driven and motivated Business Development Representatives (BDRs). Provide ongoing mentorship to improve team members’ skills in prospecting, communication, and lead qualification.

• Optimize Sales Development Processes: Continuously assess the efficiency and effectiveness of the sales development process. Identify areas of improvement and implement best practices to optimize the team’s performance.

• Monitor Performance Metrics: Set and monitor team KPIs, ensuring they meet or exceed lead generation, prospecting, and pipeline contribution expectations. Use data to analyze trends, diagnose bottlenecks, and improve team productivity.

• Coaching & Developing Talent: Provide regular coaching on tools, processes, and strategies. Ensure BDRs stay updated on the latest product features, industry trends, and selling techniques to increase their ability to convert leads into opportunities.

• Salesforce & CRM Management: Ensure accurate documentation of all sales activities, customer interactions, and lead information in Salesforce. Develop and maintain reporting dashboards to track progress.

• Collaborate with Cross-functional Teams: Partner with Marketing, Sales, Product, and other stakeholders to align Sales Development efforts with broader go-to-market strategies. Ensure smooth lead handoff between BDRs and Account Executives for seamless prospect engagement.

• Career Development for BDRs: Work closely with BDRs to create individualized development plans, ensuring they are on a path toward career growth within the organization. Build a culture of success and advancement within the team.

• Strategic Prospecting and Territory Management: Assist in developing new strategies for engaging with high-potential prospects and territories, refining lead generation tactics, and identifying emerging market opportunities.

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