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Lead - Sales Strategy & Operations

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BrowserStack

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Location:
India , Mumbai

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Category:
Sales

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Contract Type:
Not provided

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Salary:

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Job Description:

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. The scope of the function spans - GTM strategy to drive expansion and growth, Systems/Tools/ Processes design, sales enablement, sales compensation, sales funnel optimisation & BI and reporting.

Job Responsibility:

  • 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

Requirements:

  • 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
  • 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

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
  • Hands-on experience on SalesForce - ability to generate reports, drive sales-specific analysis, and present actionable insights is a plus.
What we offer:
  • 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
  • Remote-First work environment
  • Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing

Additional Information:

Job Posted:
January 02, 2026

Employment Type:
Fulltime
Work Type:
Remote work
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