BrowserStack

• Support the development and execution of the content roadmap to build topical authority across priority themes • Conduct SERP analysis to identify content opportunities, format types, and search intent • Create detailed content briefs that align with User intent, SEO goals, audience needs, and brand voice • Apply on-page SEO best practices (headings, meta tags, internal linking, schema, etc.) to improve rankings and visibility • Work with freelancers and agencies for content production, while also leveraging AI tools to scale content creation

• Partner closely with functional leaders across Marketing and GTM to develop a shared set of priorities, growth strategy and operational plan • Ensure strategy is coordinated and cohesive, and supports company objectives • Act as liaison between Marketing and the wider GTM teams, including Sales, GTM Strategy & Planning, and Financial Planning teams • Support and optimize all operations & technology to enable effective marketing • Conduct and support primary and secondary research projects and create relevant insights on market trends, sizing, forecasting, company benchmarking, customer needs, and competition that inform product, customer, and go-to-market strategies

Role Description As an Associate in Field Marketing, you will play a key role in driving awareness and demand for BrowserStack among the global developer and QA community. The ideal candidate will be responsible for executing field marketing strategies and programs while driven by a product mindset to drive brand awareness, lead generation, and customer engagement for global audiences through different-format events. Qualifications - 6+ years of overall experience in developing and executing successful field marketing strategies - Ability to work independently in planning, managing and executing different format events with strict timelines - Confidence to work closely with sales teams to craft programs that are results-driven in their approach - A research mindset to seek the creative and best-in-class ways for driving product let events within the specified budget - Proficient in defining and tracking success metrics - Experience working with multiple stakeholders across time zones - Excellent oral and written communication skills Requirements - Manage and drive execution of demand generation and field marketing plans while aligning with other areas of marketing - Manage and drive execution of demand generation and field marketing plans while aligning with other functional areas like sales, product marketing, product and other stakeholders - Plan and develop a webinar calendar to align with product goals and manage its flawless execution - Manage all supporting logistics for field events, including printing, promotional items, supporting materials, shipping and receiving - Work closely, interact and manage agencies/3rd party vendor - Work closely with the different stakeholders to develop compelling marketing collateral, presentations, promotional materials etc for field activities Benefits - Medical insurance for self, spouse, up to 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

• You will directly work with Founders to drive Business Revenue in B2B Setting • You will build Growth experiments to drive business results • You will drive the entire team charter from hiring, team management, and firing to drive business results • Running growth organization strongly rooted in numbers organization • This is strictly a business revenue role and hence requires strong ownership and agility to drive business results

• Conduct in-depth research and analysis of market trends, competitor landscape, and customer needs and formulate data-driven strategies to enhance product revenue and market share • Lead key select projects or major work streams related to BrowserStack’s overall product strategy • Identify, prioritise, structure, and manage complex issues that drive product priorities • Work closely with cross-functional teams to ensure seamless implementation of finalised Strategies • Take ownership of the entire strategic initiative lifecycle, from conceptualisation and formulation to execution and outcome assessment • Ensure that strategies are effectively implemented and measure success against predefined metrics, with a focus on achieving tangible dollar benefits • Work with limited direction, usually within a complex and often ambiguous environment, to drive rigorous, fact-based recommendations to executives, functional, or regional management

• To identify and hunt prospects through inbound motion & prospecting • To complete a volume of calls and emails to prospects (in the territory) on a daily basis • Call and email on new prospects and develop business relationships with the associations • Serve as the first in-depth point of contact to prospective partners and customers • Provide product information to prospective customers • Demonstrate solution-selling and relationship-building skills • To communicate/position/sell our value proposition to prospects • To secure an assigned number of sales appointments (webinars, in person meetings, event participation, etc) • Responsible for documenting all calls and email activities on the CRM system

Role Description The Strategic Account Manager role is focused on owning, retaining, and expanding a defined book of strategic accounts through structured farming, deep customer engagement, and long-term value creation. This role emphasizes account growth with success driven by multi-product expansion, renewal strength, and durable executive relationships. You will work with complex, global accounts within engineering-led organizations, partnering closely with internal teams to unlock expansion opportunities across usage, teams, and product lines. This role reports to the Sales Manager. Qualifications - 5 - 8 years experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell - Willingness to work region-aligned time zones, based on customer coverage - Passionate about tech and SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment - Solid understanding of Software SaaS/ SaaS adjacent business models and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders - Global Market Experience (Preferred): Previous exposure or success in international sales and account management will be considered a significant plus. - Bachelor’s degree required Requirements - Own a portfolio of strategic customers with accountability for long-term revenue growth and retention. - Strong understanding of upsell, cross-sell, and renewal mechanics across multi-product SaaS portfolios - Proven ability to identify expansion levers using usage data, customer maturity, org structure, and business goals - Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers - Strong grasp of SaaS business models and comfort selling into technical organizations - Engage customers through regular in-person meetings, including onsite visits, to strengthen relationships and accelerate account growth - Own a defined book of strategic accounts with full responsibility for retention, expansion, and net revenue growth - Develop trusted relationships with technical user, and executive stakeholders - Ensure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones. - Identify and mitigate renewal or contraction risks in partnership with Internal teams. - Act as the central point of ownership across internal teams - Maintain strong Salesforce hygiene to support forecasting and decision-making Benefits - Medical insurance for self, spouse, up to 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

• Manage customer contract renewal process and present to key clients and senior-level executives to negotiate and close contract renewals. • Establish and maintain long-term relationships to maximize future retention and revenue opportunities • Drive contract expansion by creating upsell opportunities, and finding creative ways to drive more value in the account at renewal time. • Coordinate with BrowserStack customer-facing teams to meet, develop and implement strategic retention plans to accommodate goals. • Leverage data-driven measures of customer health and proactively communicate with at-risk customers to maximize customer retention. • Manage account and contact information through the entire customer lifecycle process using Salesforce.com • Remain highly knowledgeable of BrowserStack products and target industries to facilitate retention efforts

Role Description This role requires the candidate to be based in Mumbai or should be open to relocate to Mumbai. 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 What will you 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 Qualifications - 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 able to develop actionable insights using data - 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 - 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 Benefits - Medical insurance for self, spouse, up to 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

• Define and execute marketing strategy in alignment with business objectives. • Break down complex problems into clear, actionable solutions. • Collaborate with engineering, design, marketing, and sales to deliver impactful outcomes. • Use data and research to prioritize initiatives, track success, and refine strategy. • Identify opportunities for growth, efficiency, and scalability within the product area. • Leverage ads to inform decisions and create incremental impact. • Stay updated on industry trends, competitive landscape, and emerging opportunities to continuously sharpen the product strategy.