Senior Account Executive - Accessibility

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized  by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

As a Senior Account Executive / Lead Account Executive - Accessibility Specialist, you will be at the forefront of scaling BrowserStack’s accessibility product revenue. Your role involves achieving quarterly sales quotas for your assigned region by identifying high-priority accounts in collaboration with core account executives and formulating targeted strategies to engage them.

You will be a consultative seller, adept at conducting in-depth discovery sessions to identify client pain points and mapping them to BrowserStack’s accessibility solutions. Your ability to deliver compelling product demonstrations and establish yourself as an industry expert will make you the go-to person for accessibility sales within the organization.

In addition to managing accounts and driving revenue growth, you’ll lead pipeline generation initiatives such as region- and industry-specific webinars, closed-door client sessions, and other innovative activities to engage prospects and accelerate sales cycles.

This role demands excellent cross-team collaboration, strategic thinking, and a passion for digital accessibility, helping customers improve their accessibility maturity through BrowserStack's world-class solutions.

Desired Experience

• 4 to 7 years of quantifiable experience selling complex technology products, with at least 24-36 months in a closing role.

• Demonstrated expertise in the full lifecycle of sales, including outbound lead generation, prospect qualification, relationship building, and account growth.

• Strong understanding of the cloud computing business model and selling to technical audiences.

• International selling experience is a plus.

• Prior experience in digital accessibility or related fields is advantageous.

What Will You Do?

• Drive Revenue Growth: Hyperscale accessibility product revenue by achieving and exceeding quarterly quotas.

• Consultative Selling: Identify customer pain points and maturity levels, offering tailored accessibility solutions that add value to their digital ecosystem.

• Master Product Demonstrations: Conduct impactful, engaging product demos to articulate the value of BrowserStack’s accessibility tools.

• Pipeline Generation: Lead activities like region- and industry-specific webinars, closed-door client sessions, and other targeted strategies to build a robust pipeline.

• Account Management: Manage accounts to expand revenue potential, ensure renewals, and achieve quota targets.

• Cross-Team Collaboration: Work closely with core account executives, Customer Success, Renewals, and Business Development teams to align strategies and maximize impact.

• Data Discipline: Maintain excellent data hygiene in Salesforce.com for your book of business, ensuring accurate reporting and forecasting.

• Establish Industry Expertise: Position yourself as the accessibility sales expert within the organization and externally with clients, building trust and credibility.

Benefits:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• 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 anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience