Lead - Sales Strategy & Operations

About the role

BrowserStack, a leading cloud-based software testing platform, seeks a Lead – Sales Strategy & Operations to drive GTM strategy, optimize sales processes, and build data-driven solutions. The role collaborates with Sales, Engineering, Product, Finance, and HR to design systems, tools, and enablement programs. Responsibilities include understanding sales motions, building scalable processes, owning projects, deepening knowledge of the sales tech stack (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo), creating dashboards, and leveraging SQL and SFDC dashboards to deliver insights. Candidates should bring 4+ years of consulting or investment banking experience, strong analytical and problem‑solving skills, and proficiency in analytics. Preferred experience includes SaaS, enterprise software, MBA or IIT background, and knowledge of sales concepts and Salesforce reporting. The position is remote‑first, based in Mumbai, with a full‑time commitment and a comprehensive benefits package covering medical insurance, gratuity, unlimited time off, and remote‑first allowances.

What you’ll 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

What you’ll bring

• 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
• Strong interpersonal, communication and presentation skills.
• Hands-on experience on SalesForce - ability to generate reports, drive sales-specific analysis, and present actionable insights is a plus.

Nice to have

• 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.

Skills

Benefits

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000
• Gratuity as per payment of Gratuity Act, 1972
• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends
• 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